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View Sales sessions

Focus On Modern Sales Experience: Sales and CPQ
Wednesday, April 1, 2015
Wednesday April 1, 2015
TIME
TITLE
LOCATION
9:00 am – 10:00 am
Welcome & Introduction to the Modern Sales Experience
Conference presented by Deloitte Digital and Oracle
Palazzo L
Scott Creighton, Vice President, Product Management, Oracle
In this welcome session, you will hear from leading industry analysts
about the latest trends, research and vision for customer experience
along with panels featuring the perspectives and approaches from
leading brands. You will also learn from a prestigious group of
companies that will share their stories, perspectives as they meet the
challenge of improving customer experience. Deloitte Digital will
help kick off the conference by defining customer experience and
modern sales, sharing their experiences and best practices as applied
to customer implementations.
TIME
TITLE
LOCATION
10:00 am – 10:45 am
Sales Keynote: Four Business-Critical Emerging Best Practices:
Customer Experience for B2B Sales Organizations
Tad Travis, Principal Analyst and Founder, Gartner
Palazzo L
Creating optimal customer experiences in B2B sales requires deep
audience insight and continual engagement—capabilities that sales
professionals are uniquely able to provide. Hear from our keynote
presenter and analyst, Tad Travis, research director at Gartner, the
world's leading information technology research and advisory
company. Learn how leading companies are delivering strong results
and building enduring customer relationships by including sales in
their customer experience programs.
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Page 1
TIME
TITLE
LOCATION
11:00 am – 12:15 pm
Customer Panel: Modern Sales Experience
Moderator: Michael Richter, Director, Product Management, Oracle
Palazzo L
Listen and learn from a select group of representatives from wellknown companies who have made a positive impact to meet today's
customer experience challenges. These sales professionals will share
their ideas on what goes into a modern sales strategy, how they
approach customers, how they measure engagement and their sales
teams' performance, and what technologies and philosophies help to
craft a modern CX strategy.
TIME
TITLE
LOCATION
11:00 am – 12:15 pm
BigMachines Becomes Oracle CPQ Cloud: A Global Phenomenon
Moderator: Chris Shutts, Vice President, Development, Oracle
Lando 4201A - 4021B
Panelists:

Craig Lunsford, Head of Americas Proposals & Contracts,
Quintiles
 Jeanie Foster, Director, Fike
 John Buescher, Program Manager Worldwide Quoting
Tools, Carestream Health
 Marty Nelson, VP IT, Fike
 Robert Dostie, Director, Carestream Health
 Stan Cherry, Director of Pricing Tools & Analytics, Quintiles
 Suzette Godwin Romer, Sr. Director Worldwide Sales
Operations, ADP
It's been a year since BigMachines became a member of the Oracle
family. In this breakout, Chris Shutts, Co-Founder of BigMachines
and VP of Oracle CPQ Cloud Development, shares his perspective on
this inaugural year. This session will include a business update and
feature customer successes, including a panel of top-name industry
leaders who’ve used CPQ Cloud to drive their global sales
expansions. Sell more, sell faster, sell anywhere!
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Page 2
TIME
1:15 pm – 2:00 pm
TITLE
Sales General Session: The New Generation of Sales Analytics
Mark Smith, CEO & Chief Research Officer, Ventana Research
LOCATION
Pallazo L
Supercharge your sales team with analytics and insights to optimize
outcomes. Sales is under continuous pressure to meet targets and
deliver results. Accomplishing this will require insights derived from
information and the ability to track progress and decide what
changes to make. Mark Smith, who has 20 years of experience in the
sales applications and technology segment—as well as experience
actually selling toward a quota—provides a rare look at sales and
what really matters to executives, managers, and operations when it
comes to sales analytics.
TIME
1:15 pm – 1:45 pm
TITLE
CPQ Cloud Technical Track: Welcome & Kickoff
Ellen Beres, Senior Product Manager, Oracle
David Hatcher, Senior Product Manager, Oracle
LOCATION
Lando 4201A - 4201B
This session kicks off the CPQ content we have for technical
attendees and customer administrators. In 2014, Oracle doubled its
investment in the R&D budget of CPQ Cloud/BigMachines. This
resulted in a significant increase in feature velocity. Chris Haussler
and David Hatcher will give an overview of the new use cases
covered by the product and the functionalities that make them
possible, so that you can decide which sessions you'll want to attend.
TIME
TITLE
LOCATION
2:00 pm – 2:45 pm
Sales General Session: Disrupting Digital Business: Digital
Transformation In Customer Experience
Lando L
We’re standing at the dawn of a digital business revolution, but we
barely realize it. As with the beginning of every revolution, those in
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the midst of it can feel it, sense it, and realize that something big is
happening. From how we interact with each other to how we engage
with organizations, the shift is right in front of us. As we move from
selling products and services to delivering on experiences and
outcomes, join R “Ray” Wang as he shares how digital
transformation allows you to use CX to disrupt instead of become
one of the disrupted.
TIME
2:00 pm – 2:45 pm
TITLE
BigMachines & BigMachines Express: Which Product is Right for
You?
Chris Haussler, Senior Principal Product Manager, Oracle
LOCATION
Lando 4201A – 4201B
Oracle has the best CPQ products on the market, but which one is
right for you? Please join two of our CPQ product experts, Josh Gray
& Chris Haussler, to learn more about our mid-market & enterprise
CPQ products and which is the right fit for your organization. During
this session, you will learn the differences between BigMachines and
BigMachines Express and see a side-by-side demo of each.
TIME
2:00 pm – 2:45 pm
Subject to Change
TITLE
Solar Turbines: CPQ Manages Organizational Growth with Longterm Flexibility
Solar Turbines, a division of Caterpillar, has been using
BigMachines/CPQ Cloud to configure its sophisticated products and
manage its complex sales process since 2008. Throughout that
tenure, the team has learned that it must stay flexible; to quickly
accommodate changing business requirements. In this session, we
will outline how Solar updates and upgrades its CPQ environment
across multiple organizations. Solar's CPQ architecture allows
flexibility so business program managers can update and upgrade
business configuration data in the CPQ with minimal or no IT
support. IT releases are also utilized for major changes.
LOCATION
Lando 4202
Page 4
TIME
TITLE
LOCATION
3:30 pm – 4:15 pm
CPQ How-to: End-to-end Mobile Optimization (2014 R2)
Diane Kinker, Director, CRM Solutions, Batesville Casket Company
TBD
CPQ Cloud's 2014 R2 release in late December introduced layouts for
tablet users in its Commerce screen. In this session, CPQ Cloud
Product Management will share strategies for using the new layouts
and device detection to give users a an optimal experience, no
matter what form factor they bring to the application.
TIME
TITLE
LOCATION
3:30 pm – 4:15 pm
Close Quickly: Strategies to Shorten Sales Cycles
Kevin Dawson, Consulting Practice Manager, Oracle
TBD
CPQ Cloud reduces the quote life cycle. In this session, Oracle
Consulting Services will discuss rapid configuration interface design,
simplified pricing tracking & approval, and eSignature integration to
move from opportunity to close in minutes.
TIME
TITLE
LOCATION
3:30 pm – 5:15 pm
Engagement via Workshops
Choose from a number of workshop sessions led and facilitated by
experts while engaging with others who are exploring ways to meet
the challenges of customer experience. Workshops include topics on
Meaningful and Next Generation Analytics, User Adoption Tactics,
Sales Strategies & Processes, Configure-Price-Quote and Big
Data/Practical use of Data. These session highlights and findings will
be presented in a general session on Day 3 of the conference and led
by Constellation Research Analyst, R “Ray” Wang.
Lando Rooms

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Workshop 1: Determine and Apply Meaningful Business
Metrics for Your Business
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



Workshop 2: Invest Time and Resources for Optimal User
Adoption Strategies
Workshop 3: Optimize Your Sales Strategy and Processes for
Effective Sales Engagement
Workshop 4: Configure, Price, Quote: Sales' Window to
Build Better Customer Experiences
Workshop 5: Big Data Informing Smarter Sales
TIME
4:30 pm – 5:15 pm
TITLE
Enable Self-Service for Partners and Customers via CPQ Cloud
Dave Farley, Consulting Practice Manager, Oracle
Greg Swender, Senior Director, CX Sales Automation, Oracle
LOCATION
TBD
Greg Swender, Sr. Director of CX Product Marketing, emcees a
customer panel that will discuss enabling channel partners to selfserve via CPQ Cloud. Topics: tailoring the sales experience to each
channel’s unique demands; dynamic interface customization;
controlled user access to content; and strategies to maximize
adoption across all sales channels.
TIME
4:30 pm – 5:15 pm
TITLE
CPQ How-to: New Direct Integration Tools and Use Cases
David Hatcher, Senior Product Manager, Oracle
LOCATION
TBD
CPQ Cloud 2014 R2 (December) release provides a host of new
integration and web services features. The result: among others, this
enables a direct integration with Oracle's E-Business Suite for the
first time. David Hatcher, Sr. Product Manager of CPQ Cloud, will
demonstrate the new features and offer best practices and advice
for using them to integrate CPQ Cloud with other applications.
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TIME
5:30 pm – 6:30 pm
TITLE
UNLV Lee Business School Panel: Future-Perspectives on Customer
Experience from the Next Generation
Moderator: Moderator: Rebecca Wettemann, Vice President,
Nucleus Research
LOCATION
Pallazo L
We have invited a select group of university students from UNLV Lee
Business School university to come and chat with us about their
ideas, their opinions, and their frank advice on how to accommodate
the generation ascendant, and the generations still yet to come.
Hosted by Rebecca Wettemann from Nucleus Research, this panel is
dedicated to talking about the future with those who are already
living for it and helping to shape it.
TIME
5:30 pm – 6:30 pm
TITLE
AppDynamics Rocks the Market with Express CPQ (BMX)
Brian Hoyt, Director of Business Information Systems, AppDynamics
Jake Lewis, Business Analyst, AppDynamics
Jonathan Jung, AppDynamics
Megan Slater, Sr. Salesforce Business Analyst/Project Manager,
AppDynamics
LOCATION
Lando 4201A – 4201B
AppDynamics is a hyper growth software company trailblazing a new
category called Application Intelligence and rapidly disrupting the
multi-billion dollar APM (application performance monitoring)
category with its Application Intelligence Platform. It is also a leader
in Gartner's prestigious MQ (magic quadrant) for APM (application
performance monitoring) for three years in a row. Please join us to
learn how AppDynamics uses and succeeded with BigMachines
Express. In this session, you’ll hear about the challenges they faced
prior to implementing BigMachines Express CPQ, how they drove
adoption among their sales reps, and the results they are seeing.
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TIME
TITLE
LOCATION
5:30 pm – 6:30 pm
CPQ How-To: New Best-of-Breed Sales Cloud (R9) - CPQ Cloud
Integration
Ellen Beres, Senior Product Manager, Oracle
Lando 4202
CPQ Cloud's 2014 R1 release gave the first robust integration
between Oracle Sales Cloud and Oracle CPQ Cloud. Ellen Beres, Sr.
Product Manager of CPQ Cloud, will share the details of the
integration from both the user side and the administration set-up,
provide tips & tricks, and preview enhancements to the integration
that are being planned for future releases.
TIME
5:30 pm – 6:30 pm
TITLE
CPQ How-To: New Best-of-Breed Sales Cloud (R9) - CPQ Cloud
Integration
LOCATION
Lando 4203
As the nucleus of the sales process, CPQ Cloud is an essential
element to any SFA. In 2014, Oracle demonstrated its continuing
commitment to serving Salesforce.com customers by releasing a
brand-new integration package with the popular CRM application, In
this session, Oracle CPQ Cloud Development will share the new
features available in the package, their benefits, and upgrade best
practices
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Thursday, April 2, 2015
Thursday April 2, 2015
TIME
9:00 am - 10:15 am
TITLE
Workshop Presentation Wrap-Ups: Analytics, Adoption, Partner
Relationship Management, and CPQ
R "Ray" Wang, Principal Analyst and Founder, Constellation Research
LOCATION
Pallazo L
In this morning kickoff session, R "Ray" Wang from Constellation
Research is back to facilitate discussion around the results and
findings from the 5 Workshops from Wednesday. Workshops topics
discussed will be Meaningful and Next Generation Analytics, User
Adoption Tactics, Sales Strategies & Processes, Configure-PriceQuote and Big Data/Practical use of Data.
TIME
9:00 am - 10:15 am
TITLE
CPQ Cloud Roadmap: Take It to the Next Level
Mark Lewis, Director, CPQ Product Management, Oracle
LOCATION
Lando 4201A – 4201B
The Oracle CPQ Cloud Dev team continues to produce features that
improve user adoption, reduce admin effort, and generate new
revenue streams. A twist on the usual roadmap presentation, this
session will feature three components: 1.) Hear from current
customer, who utilized recent functionality to overhaul their front
office; 2.) Review the current roadmap with Mark Lewis, Director of
CPQ Product Management; 3.) Participate in a CPQ brainstorm and
prioritization workshop with CPQ Product Management to get your
voice heard!
Express CPQ (BMX) Roadmap: Take It to the Next Level
Ben Gabrielson, Senior Product Manager, Oracle
Josh Gray, Vice President, Development, Oracle
Oracle Express CPQ (formerly known as BigMachines Express)
founded the DIY CPQ category on the Salesforce.com platform.
Come join Express product manager, Ben Gabrielson and Express
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General Manager, Josh Gray, as they lay out the bold path for this
category-defining product in the coming months and years. This is
your opportunity to get your voice heard! After sharing their vision,
Ben and Josh will lead an interactive session organized to solicit the
best and brightest ideas from you, our customers.
TIME
11:00 am – 11:45 am
TITLE
Beyond the Acronym: What CPQ Means to the 21st Century Sales
Professional:
Peter Ostrow, Vice President, Group Director- Sales Effectiveness &
Strategy, Aberdeen
LOCATION
Pallazo L
The unpredictability of professional sales creates stress for even the
best performers, especially near the end of the selling period. In fact,
24 percent of “sure thing” deals—the ones guaranteed by reps to
close by month-end—end up slipping into subsequent sales cycles.
Join Aberdeen’s Peter Ostrow in this session to learn how best-inclass companies leverage CPQ, proposal automation, and sales
workflow techniques to seal their deals faster and more often.
TIME
12:00 pm – 12:45 pm
TITLE
The Dark Cockpit: The Future of Sales Productivity
Rebecca Wettemann, Vice President, Research, Nucleus Research
LOCATION
Pallazo L
The ultimate goal of any sales force automation project is increasing
sales productivity – and real results. Building on the Nucleus Dark
Cockpit concept, Rebecca Wettemann will share the latest research
and best practices on applying the concept to guide and improve
sales outcomes. Using real-world case examples and Nucleus’s
extensive experience in measuring the ROI of SFA efforts, this session
will cover the top areas of application innovation companies can
leverage, and most importantly, how to communicate and champion
changes in the use of sales force automation technology in your
organization to overcome barriers to adoption and achieve
measurable results.
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TIME
12:00 pm – 12:45 pm
TITLE
CPQ Cloud: Meet the Experts
Chris Shutts, Director, Software Development, Oracle
LOCATION
Lando 4201A, 4201B
CPQ Cloud has evolved over 14 years. This is your opportunity to
meet the experts that have guided its development over that time-and get your questions answered.
TIME
12:00 pm – 12:45 pm
TITLE
Using Oracle CX Apps with Salesforce.com in the Mid-Market
Scott Fehr, Sales Consulting Senior Director, Oracle
Josh Gray, Vice President, Development, Oracle
LOCATION
Lando 4202
Oracle invests heavily each year to seamlessly integrate our worldclass CX applications with customers who have chosen
Salesforce.com for their cloud CRM solution. Please join us to see
what a day in the life of a sales rep looks like using Oracle CX apps
with Salesforce.com. During this session, you’ll see how much better
life is for a sales rep when they use three products – Marketing
Cloud, Express CPQ Cloud, and Sales Performance Management –
with Salesforce.com.
TIME
12:00 pm – 12:45 pm
TITLE
Centralize Pricing in CPQ Cloud
Benjamyn Johnson, Managing Principal Consultant, Oracle
LOCATION
Lando 4203
Consolidate complex, multi-step pricing and costing systems into
unified sales and administrative interfaces with CPQ Cloud. This
session will walk through how to combine pricing influences from
product selections (e.g. volume or tiered pricing), account
information (e.g. regional pricing), other influences, (e.g.
promotions), and external systems (e.g. tax systems) to create a
streamlined pricing user experience
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TIME
12:00 pm – 12:45 pm
TITLE
Beckman Coulter Re-imagines the CPQ Implementation: A
Customer Journey
Garry Gorgei, Beckman Coulter
Minh Diep, Staff CRM IT Applications Architect, Beckman Coulter
LOCATION
Lando 4204
After many successful years in production, Beckman Coulter
overhauled its CPQ Cloud site to achieve new efficiencies and value.
This is a rare opportunity for attendees to learn from a fellow
customer that took the best of its first implementation and reengineered the rest with the latest features and best practices. They
will also discuss how CPQ has improved quote/order turnaround
time; utilizing dynamic data for live quote reporting (profitability and
product usage) to drive the business; making complex configuration
and pricing easy; rollout and end user training; issue tracking and
bug fixes; and maintenance and enhancements.
TIME
1:00 pm – 1:45 pm
TITLE
Aligning Sales and Marketing to Improve Sales Effectiveness
Krishna Mulukutla, Senior Director, Product Management, Oracle
LOCATION
Lando 4201 A – 4201
B
What should you consider when aligning sales and marketing? This
session outlines how the complete Oracle Customer Experience
solution for integrated sales and marketing provides the ability to
deliver high-fidelity brand experiences across channels (social, web,
mobile), and provides personalized and relevant marketing and
offers to consumers, while improving sales effectiveness through
highly qualified leads and consumer insights.
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TIME
1:00 pm – 1:45 pm
TITLE
Drive Business Growth with Sales' Visibility into Customer Service
Chris Haven, Senior Director, Product Management, Oracle
LOCATION
Lando 4202
Customer service and IT leaders are rethinking the role of customer
service in response to increasing customer expectations and the
rising demand for improved customer service experiences. This
session provides an overview of the complete Oracle Service Cloud
solution and how it helps businesses solve customer service
challenges across web, contact center, and knowledge initiatives to
become modern customer service organizations. Learn how
integration with sales can add more value to the customer
experience and sales process.
TIME
1:00 pm – 1:45 pm
TITLE
New Opportunities Arise when Configure, Price, Quote is Combined
With Commerce
David Hatcher, Managing Principal Consultant, Development, Oracle
LOCATION
Lando 4203
Sales, CPQ and Commerce when integrated bring new opportunities.
With Oracle's recent acquisitions of ATG, Endeca, and BigMachines,
this session will review how an ecosystem can complement and
complete your commerce solution. Product Managers will show
where and how Oracle is investing in the commerce ecosystem and
what the vision is for the future.
TIME
1:00 pm – 1:45 pm
TITLE
Practical Ways of Using Data to Inform Smarter Sales
Niraj Deo, Sr. Director, Product Management, Data Services, Oracle
LOCATION
Lando 4204
This session outlines all the practical ways in which data can be used
within the context of Oracle Sales Cloud to qualify customers and to
connect with key decision makers. We will cover the various types of
account and profile data, including social attributes, that will help
inform smarter sales activity and centralized customer profiling
across marketing, sales and service.
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TIME
1:00 pm – 1:45 pm
TITLE
CPQ Cloud Streamlines Engineer-to-Order Processes
Baylee Miller, Consulting Solution Lead, Oracle
LOCATION
TBD
CPQ Cloud cut its teeth in the E2O space in the early 2000s, and has
been helping sales teams configure customized, complex products
with great success ever since. In this session, learn about how CPQ
Cloud facilitates customization of configured products by engineers
and specialists inside the sales process. This solution combines
simplified workflow tools for collaboration and robust interfaces for
controlled customization, resulting in a structured but flexible
engineer to order environment.
TIME
1:00 pm – 1:45 pm
TITLE
NextGen's Path to Large-Scale Sales Efficiency with CPQ Cloud
Julia Kriner, CPQ Application Manager, NextGen Healthcare
LOCATION
TBD
Nextgen Healthcare is a product of innovation and acquisition. Come
learn how Nextgen uses CPQ Cloud to overcome the silos and
behaviors that often accompany acquired products and sales teams.
In addition, you'll hear Nextgen managers' perspectives on how they
use CPQ Cloud data to build optimal forecasts to make timely
business decisions.
TIME
2:00 pm – 3:00 pm
TITLE
Sales/CPQ General Session - It's a Wrap!
LOCATION
Pallazo L
Attend this wrap-up session to enjoy seeing and hearing about some
of the highlights of the week. Hear Oracle executives share the input
and feedback they heard from customers during the week. Learn
how Oracle will take that feedback and use it to continue to build
solutions that are complete, best-in-class, integrated, and cloudenabled to support your customer experience initiatives and goals.
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View Sales sessions

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