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Copyright © 2014 Oracle and/or its affiliates. All rights reserved. |Oracle Confidential – Internal/Restricted/Highly Restricted

How Sales Executives Build Smarter Teams by Extending Siebel CRM with Oracle Sales Cloud

Leslie Buhrer, Senior Director, Product Management

Sonia Wadhwa, Director, Product Management

October 1, 2014

Copyright © 2014 Oracle and/or its affiliates. All rights reserved. |

Safe Harbor StatementThe 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.

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Program Agenda

The Customer Experience

CX Portfolio: Spotlight on Oracle Sales Cloud

Oracle Sales Cloud Integrated with Siebel

Customer Transformations

Path to the Cloud

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2

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53%1 in 2sales reps need to be

re-trained or turned overof B2B customer loyalty is driven

by the sales experienceof purchase cycle complete

before engaging with a supplier

57%57%

Sources:

CEB, Bain POV Future of B2B Sales

Is Your Organization Prepared?

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Why are Customers Moving to the Cloud?


Sell More, Know More, Grow More

Fast & EasyEasy to deploy, easy to

use, easy to adapt

Mobile & ProductiveComplete mobility drives sales results

Insight Driven

Effective & Revenue Generating

Modern selling tools to drive performance

CollaborativeIntegrated communication, coaching and team selling drive productivity

Powerful analytics optimize sales performance1

2

4

3

5


Modern Sales in the Cloud


Advantages of Cloud Solutions

Increase Business Agility

Business-Level Configuration

Reduce Operational Costs

Cap-Ex VS Op-Ex

Modernize Apps

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Oracle Social Cloud

Oracle Marketing

Cloud

Oracle Sales Cloud

Oracle Commerce

Cloud

Oracle Service Cloud

Oracle CPQ Cloud

Integrated Customer Experience Foundation

Integrated Customer Experience Foundation

Social Network Mobile Analytic KPIs & Dashboards Predictive Analytics Integrations

Globalizations and Statutory Localizations

Web

MobileSocial

In-Store Contact Center Field

Service Direct Sales

Channel

The Complete Solution


Oracle Sales Cloud Integrated CX Portfolio

Sales CloudMarketing Cloud

Integrated Marketing Campaigns & Leads

Service CloudContact

Center/Knowledge Base

Configure, Price, Quote

Configure to Quote

CPQ

SiebelComplex processes and workflows,

call center and field service

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What Analysts are Saying


“The streamlined user interface and usability focus make Oracle Sales Cloud easy to adopt and use with virtually no training. The smartphone and tablet user experiences virtually eliminate data entry and are enhanced with sales productivity capabilities that guide salespeople through the entire selling process.”

− Rebecca Wettemann, Vice President

Nucleus Research Inc.



“Oracle has applied its growing expertise in user-centered design to create a graphically appealing user experience and has significantly enhanced its forecasting with embedded predictive analytics. When combined with Oracle's customer experience (CX) portfolio and integrated with enterprise resource planning (ERP) and financial systems, the solution provides a compelling platform to drive more relevant customer interactions, grow customer lifetime value, and handle multi-country direct and channel partner sales.”

-Jeremy Cox, Principal Analyst, Ovum



“Oracle Sales Cloud offers typical opportunity management capabilities, but also includes incentive compensation, territory planning and built-in analytics. Oracle is currently on its eighth release for Oracle Sales Cloud. The offering has appeared on more shortlists and has significantly increased the number of customer references implementing it since 2013.”

-Gartner, Magic Quadrant



SALES REPRESENTATIVECustomer 360 Demo



Oracle Sales Cloud Overview

Mobile Partner Relationship Management

Extensibility and Platform-as-a-Service

Social Sales Automation

Sales Performance Management Analytics Customer Data

Management


SALES EXECUTIVEDashboard Demo



Oracle Sales CloudIntegrated with Siebel



The Power of Siebel with the Agility of Oracle Sales CloudSiebel

• Rich industry model• Master for sales catalogs, offers, and

promotions for bundled products and treatments

• Employee and partner facing configure, pricing and quote (CPQ) features

• Retains investment in your highly customized backbone and integrations

• Integrated with back-end Oracle systems

Oracle Sales Cloud

• SaaS offering for quick deployment and reduced maintenance costs

• Modern user experience presented on tablet and mobile

• Real-time visibility to embedded business analytics on the tablet and iPhone

• Social collaboration on sales accounts and opportunities

• Best in class Territory Management, Sales Forecasting, Sales Coaching and Incentive Compensation Management

• Customer 360 with digital footprint and sales predictions

• Pre-integrated CX Cloud (sales, marketing, service and CPQ)


Oracle Sales Cloud to Siebel

Account, Contact, Activities, Opportunity Synchronization Sales Opportunities Generated from Contract Renewals Create a Quote from Opportunities with Forecast Visibility Product and Assets Mapping View and Update Service Requests View Quotes from Mobile Device


• Prebuilt real-time integration and migration plans

• CX Pillars: Marketing, Service and CPQ• On-Premises Applications: Siebel, JDE,

EBS, CRM OD• UI mash-ups

• exposes other CX services or on-premises functionality in Sales Cloud

• Web Services• Synchronize account/contact data• Build cross references across related

objects

Integrated through an Extensible Model

INCLUDES: Integration Process Flow and Use Cases

Marketing Cloud Configuration

Sales Cloud Configuration

Entity Mapping and Program Logic

Integration Components/Run-time Services

Minimum Integration Configuration 2 – 3 weeks

Oracle Sales Cloud and Oracle Marketing Cloud Integration

Configuration Guide

An Oracle Integration Guide


A Personalized CX Cloud with SaaS plus PaaS

Tailor the delivered UI

TAILOR User Experience

Change existing business processes

Add new data fields

Mashups to other apps

Create mobile apps

Access documents externally

Simplify BI across the business

Develop apps, access data & test quickly

ENRICH CX CloudSaaS PaaS


Oracle Cloud Marketplace

• Oracle Cloud Marketplace URL

• Three new partners offering disconnected read/write mobile apps:

- Enterprise Signal Cloud developed by Enterprise Signal Inc.

- Pulsar for Oracle Sales Cloud offered by Luminix Inc. - Cloud Sync developed by Folio3 Inc.

https://cloud.oracle.com/marketplace


Oracle Sales Cloud Tailored for Industries

A Blueprint with Best Practices for Industries

• Communications• High Tech & Industrial Manufacturing• Consumer Goods – Retail Execution• Financial Services – Retail Banking


Oracle Sales Cloud Customer Transformations


High Tech Device ManufacturerIntegrated Marketing, Sales and Service for Customer 360

Company Overview

Leading supplier of consumer and business technology devices

Rationalizing four CRM systems (including Salesforce replacement) down to Oracle Marketing and Sales Clouds

120 sales reps speaking 12 languages, across 8 countries for tele-sales, tele-marketing and field sales organizations

Industry: Industrial Manufacturing

Challenges Benefits Anticipated Results

• Complex user interface and sales rep dissatisfaction

• Marketing, Sales, and Service lacked visibility into a common customer base

• Lacked visibility of information across marketing, sales, and service for collaboration and reporting

• Speeds-up all sales processes and reduces clicks on information capture

• Integrated leads drive faster response with greater visibility for the service reps

• Raises sales reps’ awareness of all customer interactions resulting in more in-depth conversations with the customer

• Enterprise analytics enables reporting across Cloud and Siebel

• Increases adoption and productivity with simpler UI and mobile Sales Cloud

• Increases lead velocity to real-time from previous 7 – 10 day synchronization time lag

• Boosted productivity with synergies between sales/marketing and service

• Enables marketing campaigns targeted at existing customer segments

SIEBELSALES & MARKETING CLOUD LEGACYCustomers, Assets, ServiceCustomers, Core SFA & Campaigns Lotus Notes & Spreadsheets for Order Entry


Company Overview

• Using Siebel, EBS, and OTM for world class back-end system

• Changing sales model and moving toward world-class front-end system

• Replacing Salesforce implementation in one division and Siebel SFA in others

• Working directly with Schneider on Enterprise wide architecture

• Industry: Travel & Transportation

Challenges Benefits Anticipated Results

• Sales representatives found system hard to use and inflexible (heavily dependent on IT)

• Visibility into accounts, sales opportunities, and orders is disjointed

• Salesforce implementation is not integrated resulting in sales reporting through spreadsheets

• Siebel is heavily customized and integrated with other systems

• Lacked standardization for suspect-lead-opportunity process

• Streamlined UI, mobility, and access to key sales information

• Simple modifications enabled flexibility and encouraged adoption on multiple platforms

• OSC integrated with quoting can improve deal velocity

• Pre-built integration quotes and order fulfillment eliminates rekeying data and improves productivity

• Increase user adoption and responsiveness to market

• Improve collaboration between multi-pillar sales and service with Oracle Social Network

• Mobile access ensures access to sales information even when in remote locations

• Easy access to quotes order fulfillment eliminates rekeying data and improves productivity

• Enterprise analytics enables course corrections to avoid customer churn

SIEBELORACLE SALES CLOUD BACKEND SYSTEMSOrder Capture & ServiceCustomers & Core SFA Oracle Financials, Logistics, Homegrown

High Tech Device ManufacturerUnified Pipeline Building Across Marketing and Sales


Path to the Cloud


Why Choose Oracle Sales Cloud?

• Drive greater sales rep adoption with superior user experience• Gain deeper customer insight across all channels with Customer 360• Enable collaborative team selling with Oracle Social Network• Provide greater visibility with real-time embedded analytics• Increase revenue and customer wallet share with product recommendations• Ease of configuration and customization improves business agility• Leverage custom IT investment by deploying custom apps on PaaS• Extend capabilities with a 3rd party apps on Oracle’s Application Marketplace


Oracle’s Cloud Leadership

21,500,000+ End Cloud Users

13 Global Data Centers

2+ BillionCloud Transactions per Day

Cloud Customers in

180+ Countries34 Languages

10,000+Cloud Enterprise Customers

2,100+ CloudCX Customers

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