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Copyright © 2015, Oracle and/or its affiliates. All rights reserved. | 2
Proven Enterprise Results
117% growth in revenue
400% increase in sales with only a 50% increase in support
3% increase in market share – year 1
75% reduction in quote cycle time
0% error rate (down from 70%)
3% improvement in net margin rate – year 1
40% reduction in sales and customer service teams
$5.5MM in contribution margin
Weeks into Days (decreased quote-to-cash time)
10x increase in quotes per month
Days into seconds (time to produce large proposals)
>65% reduction in labor time per quote
93% reduction in order processing time
8 minutes from prospect conversation to signature via iPad
20% faster decision making on approvals
Copyright © 2015, Oracle and/or its affiliates. All rights reserved. |
CPQ:O motor do Moderno Quote to Cash Sell More, Sell Faster, Sell Anywhere
Oracle CPQ Cloud
June 2016
Copyright © 2015, Oracle and/or its affiliates. All rights reserved. | 4
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.
Copyright © 2015, Oracle and/or its affiliates. All rights reserved. | Oracle Confidential – Internal/Restricted/Highly Restricted 5
Agenda e propósito…
Ver a situação atual
Porque comprar, Porque comprar agora, Porque comprar Oracle
Proximos passos
Copyright © 2015, Oracle and/or its affiliates. All rights reserved. | Oracle Confidential – Internal/Restricted/Highly Restricted 6
Resumo…
• Vender mais produto• Vender esse produto mais rapido e de qualqeul lugar• Receber dineriro mais rapido e com melhores margens• Acrescentar a satisfação da sua cliente• Motivar sua equipe de vendas conseguir numero e receber melhor
Você gostaria…
...mas há desafios
Copyright © 2015, Oracle and/or its affiliates. All rights reserved. | 7Copyright © 2015, Oracle and/or its affiliates. All rights reserved.
Porque Compar?
Oracle Confidential – Internal/Restricted/Highly Restricted
Copyright © 2015, Oracle and/or its affiliates. All rights reserved. |
O “jogo” de vendas tem mudado
Mais Canais
Comoditização
Volume de dados
Poder de social
Complexidade
Competização
Proteção da marca
Atenção do consumidor
Time-to-Market
Flexibilidade
Ganhos em eficiências
Margens
“ 50% of deals go to vendors that respond first.
– Insidesales.com
“ 27% shorter sales cycle for companies who have adopted
CPQ. – Aberdeen Research
Confidential – Oracle Internal 8
Copyright © 2015, Oracle and/or its affiliates. All rights reserved. |
…e os departamentos de compras só ficam mais espertos!
O resultado é a ruptura ao longo do processo de venda
Ciclos de vendas são mais longos
Menos “ganhos” nas vendas
Margens são sobre pressão
Tamanhos dos deals são menores
Confidential – Oracle Internal 9
Copyright © 2015, Oracle and/or its affiliates. All rights reserved. | 10
E só CRM não resolve tudo…
Menos de 50% user adoption
Só 1 em 5Inclui
processos autômatos e
sistemas integrados
<1/3 tempo do rep é usado “value selling”
1 em 2 reps não fazem
QUOTA
Sources: Gartner
>$1M perdido
devendo erros e ineficias em
cotação
Tamanho final do deal
é muitas vezes 50% de
desconto!
Copyright © 2015, Oracle and/or its affiliates. All rights reserved. |
E traduza em desafios no business…
Sales & Marketing• Administração de preços e descontos• Baixo adopção de CRM• Primeira resposta leva muito tempo• Pipeline incerto• Processos de venda com muito erro
Governança• Mais regulações• Falta de System of records • Problemas com aprovações e
renovações
Operações de vendas• Fiscalização no canal• Ordens customizados com muito erro• Time-To-Market longo• Produtos and Serviços complexos• Requisita sales training de mais
Technologia• Ferramentos desconectados • Questões na seguraça• Questões com performance• Sistemas rigidas com muitas dependencias
Confidential – Oracle Internal 11
Copyright © 2015, Oracle and/or its affiliates. All rights reserved. | 12
O resultado dos desafios é “vasamento” nos margens…
Inaccurate Proposals
Inconsistent Collaboration
Difficult to Sell across Channels
Not Enough Rep Selling Time
Configuration and Pricing Errors
Missed Cross-sell / Upsell
DisparateTools
Long Quote /Order Cycles
No Discounting Controls / Compliance
Low Customer Satisfaction
Margem potencial
Margem realizado
Copyright © 2015, Oracle and/or its affiliates. All rights reserved. | 13Copyright © 2015, Oracle and/or its affiliates. All rights reserved.
Porque comprar agora?
Oracle Confidential – Internal/Restricted/Highly Restricted
Copyright © 2015, Oracle and/or its affiliates. All rights reserved. |
Nossos clientes…
Oracle Confidential – Internal/Restricted/Highly Restricted 14
100% increasein win ratio target.
Support HeadcountReduced by 50%
30% reduction in quote cycle
time
8 minutes from initial conversation to
signature
Copyright © 2015, Oracle and/or its affiliates. All rights reserved. |
Empresas com CPQ:
As Analistas dizem…
More adept at avoiding “no-decision” sales losses89%
More proficient at speaking intelligently about their differentiators and the competition61%
Stronger at rapidly and effectively responding to RFP’s45%
More likely to manage pricing by exception, using automated “guardrails” and triggers23%
Better at creating complex, accurate sales quotes in a timely manner21%
Source: Maximising the Sales Technology Ecosystem with best in class CPQ, December 2015, Aberdeen Group
Em comparação os outros
Confidential – Oracle Internal 15
Copyright © 2015, Oracle and/or its affiliates. All rights reserved. | 16Copyright © 2015, Oracle and/or its affiliates. All rights reserved.
Porque comprar Oracle?
Oracle Confidential – Internal/Restricted/Highly Restricted
Copyright © 2015, Oracle and/or its affiliates. All rights reserved. | Confidential – Oracle Internal
PRESENT & PURPOSE
ORDER & FULFILL
REPORT & ANALYZE
PRICE & QUOTE
SELECT & CONFIGURE
PRESENT & PROPOSE
ORDER & FULFILL
REPORT & ANALYZE
PRICE & QUOTE
SELECT & CONFIGURE
+ -X =
CONFIGURE, PRICE,AND QUOTE
CLOUD
17
Oracle CPQ Cloud fixes your challengesChannel Partners
CustomersDirect Sales
CRM ERP
EBS
Copyright © 2015, Oracle and/or its affiliates. All rights reserved. | 18
Os riscos das outras opções
FAZER NADA Custos mensais e de conformidade
desnecessáios Crescimento limitado devido deals não
optimizados Mais riscos na concorrrência devido a
ciclo de venda lento
IN HOUSE Custo de desenvolvimento não
justificado VS 100+ desenvovedores especializados
Custos, tempo, e riscos elevados devido a tendo um ponto de falhar unico
Custos de RH, software, e/ou hardware não esperados ou invisiveis
CONFIGURADOR ERP Cross-channel Sales limitado Mobile, CRM, Channel, and/or
eCommerce opções limitados ou não existente
Não benficios de SaaS em administração, upgrade, e performance
FORCE.COM Limites de plataforma não criado para
CPQ de alto porte Sistema lenta devido a necessidade
construir funções pouco a pouco Administração deficil e com muito
customização
Copyright © 2015, Oracle and/or its affiliates. All rights reserved. |
What differentiates us from others?
Rapid Sales Experience
CPQ Business Rules Engine
AcceleratedBusiness Change
CPQ OptimisedPerformance
DomainExpertise
Copyright © 2015, Oracle and/or its affiliates. All rights reserved. |Copyright © 2016, Oracle and/or its affiliates. All rights reserved. |
Where Oracle invests in CPQ CloudConfigure Price Quote Development Trends
Confidential – Oracle Internal 20
Revenue Management Self Service Cater to the Selling Professional
Mobile FirstAnywhere, Any Device
Easy and Flexible Drive Channel Adoption and Productivity
SO WHAT?
• Analyse margins and profits to the deal and product level
• Focus on deals that are larger and profitable.
• Enable your decision making with science not hunch.
SO WHAT?
• This will allow you to take CPQ to an eCommerce environment.
• This is allowed through more intuitive UI’s and greater performance capability.
SO WHAT?
• Ensure that the life of sales professional is kept simple and allows them to focus on closing deals.
• Give them insight that drives their behaviours.
SO WHAT?
• All the system to be changed by Users not IT - no need for coders.
• All quick maintenance of products and prices to reflect changing market and commercial dynamics.
SO WHAT?
• Allows reps to respond to customer needs in the field.
• Quote, Configure, Price all with the customer.
• Drives you deal speed.
SO WHAT?
• Ensures your partners apply your controls and checks.
• Gives the access to the best information to drive higher margins.
• Makes you easier to work with
Copyright © 2015, Oracle and/or its affiliates. All rights reserved. | 21
LIGHTNINGREADY
Copyright © 2015, Oracle and/or its affiliates. All rights reserved. | 22
ERP Customer CommunityOracle CPQ with EBS /JDE
HARDWARE TELECOMSOFTWARE INDUSTRIAL
SERVICES MEDIAMED | LIFE SCIENCE FINANCIAL
Copyright © 2015, Oracle and/or its affiliates. All rights reserved. | Oracle Confidential – Internal/Restricted/Highly Restricted 23
Customer CommunityAcross Industries
HiTECH SOFTWARE INDUSTRIAL
TELECOM BUSINESS SERVICESCONSUMER SERVICES
LIFE SCIENCES/MEDICAL
MEDIA
Copyright © 2015, Oracle and/or its affiliates. All rights reserved. |
We Also Use it Ourselves…Channel Partners
CustomersDirect Sales
PRESENT & PURPOSE
ORDER & FULFILL
REPORT & ANALYZE
PRICE & QUOTE
SELECT & CONFIGURE
PRESENT & PROPOSE
ORDER & FULFILL
REPORT & ANALYZE
PRICE & QUOTE
SELECT & CONFIGURE
CONFIGURE, PRICE,AND QUOTE
CLOUD
CRM ERP
• Accounts• Contacts• Leads• Opportunities• Reporting &
Dashboards
• Contracts• Legal reviews• Order Management• Service Contracts• Provisioning• Billing • Pricing approvals
EBS
Confidential – Oracle Internal 24
Copyright © 2015, Oracle and/or its affiliates. All rights reserved. |
Channel Partners
CustomersDirect Sales
PRESENT & PURPOSE
ORDER & FULFILL
REPORT & ANALYZE
PRICE & QUOTE
SELECT & CONFIGURE
PRESENT & PROPOSE
ORDER & FULFILL
REPORT & ANALYZE
PRICE & QUOTE
SELECT & CONFIGURE
CONFIGURE, PRICE,AND QUOTE
CLOUD
CRM ERP
• Accounts• Contacts• Leads• Opportunities• Reporting &
Dashboards
• Contracts• Legal reviews• Order Management• Service Contracts• Provisioning• Billing • Pricing approvals
EBS
We Also Use it Ourselves…
• Multiple custom quoting tools across multiple businesses
• No integration with Oracle Sales Cloud- limited integration between legacy tools
• Using very complex spreadsheets• Need to bring on new products and
teams as Oracle acquires.• Change of business model from on
premise business to cloud business.
CHALLENGES• Phase 1: Successfully deployed CPQ
to 15,000 global Applications users • Retired custom-built quoting app with
full integration to Sales Cloud and EBS.• Increased Self Service: 9X improvement
in a rep’s ability to generate signature document without sales support/assistance
• Guided Selling: 10X reduction in the number of orders with error potential
• Synchronized Product and Pricing: eliminated repetitive data entry and improved sales forecast accuracy
RESULTS
Confidential – Oracle Internal 25
Copyright © 2015, Oracle and/or its affiliates. All rights reserved. |
CX Cloud Suite: Complete CX Solutions & Unified Platform
MOBILE
STORESOCIAL
WEB
CONTACT CENTERFIELD SALES
IOT
FIELD SERVICE
CX INDUSTRY SOLUTIONSFinancial servicesCommunications
High tech
Consumer goodsLife sciences
Retail
ManufacturingAutomotive Healthcare
Professional servicesHospitality
Utilities
Travel and transportation Media & entertainment
Education & researchCX APPLICATIONS
MARKETING SALES CPQ COMMERCE SERVICE SOCIAL
UNIFIED CX PLATFORM
CUSTOMER MASTER
DATA AS A SERVICE
ANALYTICS & DATA VISUALIZATION
PLATFORM SERVICES
APPS PERSONALIZATION INTEGRATION SECURITY
MARKETPLACE
Confidential – Oracle Internal 26
Copyright © 2015, Oracle and/or its affiliates. All rights reserved. | 27
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
Copyright © 2015, Oracle and/or its affiliates. All rights reserved. | 28Copyright © 2015, Oracle and/or its affiliates. All rights reserved.
Next Steps
Oracle Confidential – Internal/Restricted/Highly Restricted
Copyright © 2015, Oracle and/or its affiliates. All rights reserved. | Oracle Confidential – Internal/Restricted/Highly Restricted 29
Does the “leaky pipe” look familiar in your business? If so, what are the top 3 pain points? How would you like to proceed... Quote required to kick off a project to stop the leakage? Additional stakeholder presentation? BOA/Discovery Workshop to identify budget and prove ROI? Do nothing and continue as you are today?
Summary and Next Steps
Copyright © 2015, Oracle and/or its affiliates. All rights reserved. | 30
Product Demo
Oracle CPQ Cloud
More Customer and Other Slides
Copyright © 2015, Oracle and/or its affiliates. All rights reserved. |
Rapid Sales Experience
Analyze, Optimize, and Manipulate pricing models with ease
Empower sales to collaboratively and rapidly configure, price and present solutions
Seamlessly tie front and back office together
Integration to SFDC equivalent to native force.com
Copyright © 2015, Oracle and/or its affiliates. All rights reserved. |
Accelerated Business Change
Business user configuration to drive speed of change
Dynamic Documents, Contracts, and Email Templates.
Solve today’s problems and be ready for tomorrow’s – future proof your business
Copyright © 2015, Oracle and/or its affiliates. All rights reserved. |
Domain Expertise
Unmatched +1000 live user deployments – SFDC’s largest
85% of CPQ customers use salesforce.com
16+ years development to productise not customise
Unmatched industry and geographical experience
Copyright © 2015, Oracle and/or its affiliates. All rights reserved. |
CPQ Business Rules Engine
Business rule complexity handled with point and click ease
Configure layers of workflow that are designed for CPQ usage
Subscription Management supporting the intricacies of a renewal process
Copyright © 2015, Oracle and/or its affiliates. All rights reserved. |
CPQ Optimised Performance
No governor limits that restrict your business whilst protecting you from fellow tenants.
An application architected for CPQ
Rigorous stress and security testing hardened for peak selling windows
Copyright © 2015, Oracle and/or its affiliates. All rights reserved. |
COMPANY OVERVIEW CHALLENGES WHY ORACLE? RESULTS
Manage mutual funds, provide fund distributions, investment advice, brokerage services, and other financial services
45,000+ employees HQ: Boston, MA Industry: Financial Services
Sales reps needed to seek out product information from multiple individuals
No validation on product selections Limited quote history tracking and
change management Inaccurate and inconsistent
proposals and legal documents Manual margin and pricing
calculations
Controlled selling process Automatic deal analysis based on
accurate products Centralized proposal management Automated approval notifications
and routing
Integration of CPQ with CRM to provide accurate product and quote data
Product configuration process requires less specialized knowledge
Unified selling tool across market segments
Pricing governance and margin control
Fidelity Investments
- Pricing- Quoting & Proposals- Workflow approvals- Margin calculation- Versioning
- Accounts- Contacts- Opportunities- Products- Reports
Copyright © 2015, Oracle and/or its affiliates. All rights reserved. |
COMPANY OVERVIEW CHALLENGES WHY ORACLE? RESULTS
Gallagher Bassett leverages its vast expertise and experience to quickly and accurately resolve insurance claims for its clients.
3400+ employees HQ: Itasca, IL Industry: Insurance Claims Handling
Proposals are crafted from scratch by individual Sales Reps, resulting in errors and a lack of consistent branding in the marketplace
Manual proposal handoffs require a high amount of time and attention from specialists, preventing quick delivery to customers
Sales cannot access restricted data needed to competitively price their quotes, leading to inaccurate pricing
Finance cannot quickly define new services and costs, leading to increased quoting time and lost business
CPQ’s Document Engine allows businesses to define how users interact with their quote output while keeping it consistent between users
CPQ’s commerce and approval processes allow businesses to automate their quoting process and reduce wasted time and resources from a manual process
CPQ’s flexible integration platform allows the system to pull data from multiple sources, upstream and downstream
CPQ’s configuration engine allows businesses to define unique processes for specific product lines inside of their existing product hierarchy
CPQ empowers Field Sales to tailor quote content while empowering the broader organization to ensure accuracy, legality, and a unified corporate offering
CPQ identifies when nuanced business expertise is needed, during each phase of the quote, and directs associated specialists to collaborate with Field Sales.
Focuses Field Sales towards optimal pricing strategies by providing resource plans and streaming real-time rates across 50+ states/provinces.
Provides a dynamic framework to interactively add or modify product offerings in response to shifting market demands.
Gallagher Bassett
- Pricing- Proposals- Workflow Routing and
Approvals- Pricing and Claims Handling
Integration
- Accounts- Contacts- Leads- Opportunities- Reporting & DashCRArds- Service Catalogue
Claims Handling System
Finance Systems
- Pricing Across 50+ States- Location Data- Prior YTD Actuals
- Resource Planning- Order Integration- New Service Creation
Copyright © 2015, Oracle and/or its affiliates. All rights reserved. | 42
Next StepsCPQ Readiness Assessment (CRA)
1 Business Assessment 2 Administrative Assessment
3 Cultural Assessment 4 Technical Assessment
“Oracle CPQ Cloud identified the disturbances in our process and foundall the ways wecould reduceerrors or automate our process.”
Copyright © 2015, Oracle and/or its affiliates. All rights reserved. | 43
What are we hearing from customers about their GOALS?
REPEATABLE & COMPLIANTPRODUCTIVE PROFITABLE
• Close bigger dealswith higher margins
• Empower your teamsacross channels
• Offer the right solutionsto the right customers
• Work smarter andrespond faster
• Grow faster at scale• Remove friction and
eliminate mistakes
Copyright © 2015, Oracle and/or its affiliates. All rights reserved. |Copyright © 2015, Oracle and/or its affiliates. All rights reserved.
Sales Technology LandscapeAnalysts View
44
Source: Gartner
Challenging
Moderate
Relatively Easy
CUSTOMER EXPERIENCE
Sales Incentive Compensation Management
Sales Performance Management
Sales Order Management
Speech – Driven SFA
Sales Reporting Voice of the Customer
Mobile Sales Solutions
iPad – Based Salesforce Automation (SFA)Opportunity
Management Systems
Sales Contract ManagementSales Content Management
Sales Training Solutions
Lead Management
Territory Management
Smartphone based SFA Applications
SalesInformationServices Social CRM
for Sales
Proposal Generation
Sales Analytics
Partnership Relationship Management
Price Optimization& Mgmt for B2B
E-Commerce
Configure, Price, Quote Application Suites
Sales Configuration
Distributed Order Management
PRO
DUCT
IVIT
Y
In today’s cost sensitive environment, most productive and efficient solutions drive customer experience
Most tangible benefits of the solutions in top right quadrant are tough to get and implement
CPQ is the solution in this sweet spot which delivers
Productivity Profitability Repeatability and
Compliance
Copyright © 2015, Oracle and/or its affiliates. All rights reserved. |Copyright © 2015, Oracle and/or its affiliates. All rights reserved.
Sales TechnologyAnalysts View
46
Source: Gartner
Challenging
Moderate
Relatively Easy
Sales Incentive Compensation Management
Sales Performance Management
Sales Order Management
Speech – Driven SFA
Sales Reporting Voice of the Customer
Mobile Sales Solutions
iPad – Based Salesforce Automation (SFA)OpportunityManagement Systems
Sales Contract ManagementSales Content Management
Sales Training Solutions
Lead Management
Territory Management
Smartphone based SFA Applications
SalesInformationServices Social CRM
for Sales
Proposal Generation
Sales Analytics
Partnership Relationship Management
Price Optimization& Mgmt for B2B
E-Commerce
Configure, Price, Quote Application Suites
Sales Configuration
Distributed Order Management
PRO
DUCT
IVIT
Y
CUSTOMER EXPERIENCE
CPQ
Copyright © 2015, Oracle and/or its affiliates. All rights reserved. |
• Position CPQ to begin surrounding Salesforce.com
• Best in class integration with SFDC, and EBS (when relevant)
• 80% of CPQ install base runs SFDC
• The largest SFDC customers run CPQ Cloud (HP, Schneider, ADP)
Confidential – Oracle Internal 47
• Position CPQ as a way to extend EBS ordering capabilities to direct reps and channel partners
• Leverage standard EBS – CPQ integration – only Oracle, low TCO
• Surround SFDC or position Sales Cloud
• Upsell JDE install base with quoting and ordering capabilities
• Leverage standard JDE– CPQ integration – only Oracle, low TCO – COMING SOON
Key CPQ Cloud Sales Plays
IN PROCESSIN PROCESS
COMING SOON
Copyright © 2015, Oracle and/or its affiliates. All rights reserved. | 48
Increase Productivity, Profitability, Repeatability & Compliance at ScalePositioning Oracle CPQ Cloud by Persona
“We must support LOB goals for maximum cost/benefit—we want innovation without risk.”
Invest in solutions to solve for LOB growth and retire legacy applications
Reduce IT spend/headcount
“We need higher productivity, more automation, and more accurate data”
Guide reps to the right upsell/cross sell product options for increased profitability
Improve sales forecasts and eliminate manual data entry across sales systemsVP Sales Ops CIO/ VP of IT
“I’m responsible for profitability, financial stability, and compliance”
Maintain deal margins and reduce cost Improve deal compliance and automate
price discipline via embedded controls
“I need my reps to spend more time selling and in front of customers”
Grow or merge sales orgs, integrate new products or lines of business, and/or add channels successfully
Automate sales processes to eliminate manual errors, drive deal speed, and promote more high-value sales activityVP Sales CFO/ VP Finance
Copyright © 2015, Oracle and/or its affiliates. All rights reserved. |
Embed Configurator within Oracle Commerce
• Use the Oracle CPQ Cloud configurator inside the Oracle Commerce self-service experience for configuration and pricing of complex products
• Leverage investment in CPQ Cloud across all channels
• Check-out can happen in Oracle Commerce or the customer can “Request Quote” from direct sales
Multi-Channel Commerce
RELEASED
Copyright © 2015, Oracle and/or its affiliates. All rights reserved. | 50
Key Initiatives for Next Generation Sales Leaders
REPEATABLE & COMPLIANTPRODUCTIVE PROFITABLE
• 15% increase in product penetration
• Wanted greater sales interaction at customer sites
• Time to Book Orders- from 2 weeks to 8 min
• Empowering reps with more mobile selling tools
• Reduced Discounting->$1MM/yr margin increase
• Increasing complexity of services projects
Copyright © 2015, Oracle and/or its affiliates. All rights reserved. | 51
Key Initiatives for Next Generation Sales Leaders
REPEATABLE & COMPLIANTPRODUCTIVE PROFITABLE
• Saved on average 20+ hours of back-end people time
• Shifting product mix to higher volume of standard, “fast lane” products
• >80% reduction in time from quote inception-to-close
• Acquiring related businesses
• From weeks to days to launch new products into the channel
• Expansion of channel volume
Copyright © 2015, Oracle and/or its affiliates. All rights reserved. | 52
Key Initiatives for Next Generation Sales Leaders
REPEATABLE & COMPLIANTPRODUCTIVE PROFITABLE
• Saved 4.5 channel support headcount
• Expansion of channel volume
• Reduced time to produce custom SOWs from 2-4 hours to <10 min
• Shift from traditional software + hardware + services to SaaS
• Standardized prorating and discounting practices for Renewals
• Move from legacy tools to SaaS sales infrastructure
Copyright © 2015, Oracle and/or its affiliates. All rights reserved. | 53
Key Initiatives for Next Generation Sales Leaders
REPEATABLE & COMPLIANTPRODUCTIVE PROFITABLE
• Increased order value w/ upsell/cross-sell
• Better transparency and communication with channels
• Decreased average quote process from 4 days to 20 minutes.
• “One Flowserve”- same customer experience across products
• More scalable sales process across acquisitions
• Replaced force.com competitor in acquired company
Copyright © 2015, Oracle and/or its affiliates. All rights reserved. | 54
Key Initiatives for Next Generation Sales Leaders
REPEATABLE & COMPLIANTPRODUCTIVE PROFITABLE
• 20% faster time to market
• Transforming from hardware to solutions company- with entire cloud sales infrastructure
• Decreased quote time by 25%
• “Replaced in 1 yr a competitor CPQ solution which took 3 yrs to build…”
• 12,000 channel partners using the system, 22 countries, >90% adoption rate
• Simplify the quoting experience across products for partners
Copyright © 2015, Oracle and/or its affiliates. All rights reserved. | 55
Key Initiatives for Next Generation Sales Leaders
REPEATABLE & COMPLIANTPRODUCTIVE PROFITABLE
• 3-5 more selling hours per month and higher services attach rate
• One set of sales tools across businesses
• 2X customer-facing sales time
• “One IDEXX” – present one customer experience across divisions
• Reduced the time required to calculate order promise dates by 70%
• Entire sales re-architecture- CRM, CPQ, ERP, CAD automation
Anti-Apttus Slides & Differentiators
Copyright © 2015, Oracle and/or its affiliates. All rights reserved. | 57
CPQ Cloud Enterprise Security & Scale
Global customer support and hosting Virtualized single-tenant platform… without CPU
and API limits Certifications: SOC 1- Type 2 and SOC 2- Type 1,
ISO27001, EU Safe Harbor and more Test-to-production change migration packages to
control and QA updates Enterprise standards for enterprise cloud
applications with tens of thousands of users… J2EE, Oracle, Linux
Only cloud CPQ vendor to receive a “positive” rating
Copyright © 2015, Oracle and/or its affiliates. All rights reserved. | 58
Performance
CPQ Cloud has a huge performance advantageover Force applications
Actual CPQ Test with Customer Data - Wow!
0,000
0,500
1,000
1,500
2,000
2,500
[1] Login [2] CreateNew Quote
[3] AddLine Item
[4] Link ≠ [5] MultipleParts Buy
[6] Addto Quote
[7] Save [8] ViewProposal PDF
[9] Logout
0,000
0,500
1,000
1,500
2,000
2,500
[1] Login [2] CreateNew Quote
[3] AddLine Item
[4] Link ≠ [5] MultipleParts Buy
[6] Addto Quote
[7] Save [8] ViewProposal PDF
[9] Logout
100 VUs, 2,509, Transactions Per Hour
250 VUs, 6,289, Transactions Per Hour
500 VUs, 2 Nodes 12,450, Transactions Per Hour
Problems arise with 50+ attributes, and / or >50-100 line items per quote
We will show whatimpacts CPQ performancein our demo
AVERAGE RESPONSE TIME
90% RESPONSE TIME
Copyright © 2015, Oracle and/or its affiliates. All rights reserved. | 59
Why Not Use Force.com CPQ for Enterprise CompaniesBMX | Apttus | Steelbrick | Others…
Few (any?) of their largest customers run Force.com for CPQ
If Force.com was right for your needs − we will show you our Express /BMX product
ProcessLimitations
ProcessingSpeed
AttributeLimitations
Transaction(Record) Limits
✗ ✗ ✗ ✗
Copyright © 2015, Oracle and/or its affiliates. All rights reserved. | 60
CPQ Tenancy Options & RisksBMX | Apttus | Steelbrick | Others…
Oracle Options Express CPQ (BMX) CPQ Cloud
Control over performance None - controlled by SFDC Ability to control & optimize both app servers and DB resources per customer
Performance monitoring LIMITED: same monitoring provided to all SFDCcustomers / end users
EXTENSIVE: network operations and app / DB infrastructurereporting available
Platform limits • Throttling (CPU)• Limits (attributes, transactions, Apex Governor, Chatter, API
query, metadata, etc.)
• Scalable (transactions, data, throughput)• No limits
Upgrades Forced on vendor’s schedule Flexibility per customer’s schedule
Database Shared database risk No intermingling data w / other customers
Intended market Mid-market Enterprise
MULTI TENANT
SINGLE / VIRTUALIZEDTENANT
Copyright © 2015, Oracle and/or its affiliates. All rights reserved. | Oracle Confidential – Internal/Restricted/Highly Restricted 61
CPQ Marketplace Evolution
2011 2012 20142013
Pricing Optimization- purchases Cameleon
Contract Mgmt- first CPQ Customers live
Incentive Comp- purchases Webcom
2nd Bankruptcy & Firepond re-brandFirst competitive
deals New Ownership
Purchases BigMachines
2015
Oracle CX slides
Copyright © 2015, Oracle and/or its affiliates. All rights reserved. |Copyright © 2015, Oracle and/or its affiliates. All rights reserved.
Welcome to Next Generation Quote-to-Cash
63
FORMULA MANAGEMENT DOCUMENT DESIGNERCONFIGURATION ENGINE
MULTI − CHANNEL WORKFLOW AND APPROVALSDEAL ANALYSIS MOBILITY
ENTERPRISE SCALE ORDER INTEGRATION
LIGHTNINGREADY
Copyright © 2015, Oracle and/or its affiliates. All rights reserved. | 64
Oracle Customer ExperienceComplete customer experience platform
MOBILESOCIAL NETWORK
ANALYTIC KPIs AND DASHCRARDS
INTEGRATIONSAPPLICATIONS EXTENSIBILITY
ORACLE CUSTOMER EXPERIENCE PLATFORM
ORACLE MARKETING CLOUD
WEB
CONTACT CENTER
MOBILE SOCIAL
PARTNER
DIRECT
ORACLESALES CLOUD
ORACLECPQ CLOUD
ORACLECOMMERCE CLOUD
ORACLESERVICE CLOUD
ORACLESOCIAL CLOUD
Industry Slides
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Oracle CPQ for Industrial Manufacturing
Enable self-service for direct sales teams, channel partners/ distributors, and customers in one application
Leverage master product data and integrate ERP orders across all channels – Oracle EBS, JDEdwards, SAP, and more
Provide earlier quote and order visibility to improve forecasts
Manage complex product configurations and generate BOMs & routings
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Oracle CPQ for Communications
Enable self-service for direct sales teams, channel partners/ distributors, and customers in one application
Support for Order Orchestration via integration to OSM or other applications
Provide earlier quote and order visibility to improve forecasts
Analyze profitability of complex multi-year deals in real-time, and speed collaboration with Finance and Exec teams
Manage renewals and MACD processes with Asset-Based ordering and integration
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Oracle CPQ for Life Sciences
Enable self-service for direct sales teams, channel partners/ distributors, and customers in one application
Complex device configurations w/ accessory upsells/cross-sells- and bundles of consumables
Installation, training, and support services Sales proposals & complex contracts w/ GPO pricing Consumables contracts and renewals w/ volume pricing Analyze profitability of complex multi-year deals in real-
time, and speed collaboration with Finance and Exec teams
EBS Integration Details
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ERP Integration Experience Matters
Things to consider…- Successful enterprise references?
- Size, scale, and volume of quotes?
- Complexity of quotes… • # of line items on a single
quote? • # of options/attributes on a
single quote?
- Complexity of products?• Renewals?• Engineer-to-Order / custom
products?• BOMs needed? Multi-level?• Routings?
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Order Integration
Productized integration to Oracle E-business Suite (EBS) so you can quickly book, bill, and ship your solutions by closing the order from CPQ Cloud
Additional productized integrations available include Salesforce.com, Sales Cloud, MSDynamics, ERP Cloud, and Commerce/ATG.
More productized integrations coming soon: JDEdwards, Oracle Service Cloud, OSM for order orchestration, and more.
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