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Oracle Sales Cloud: Increase Sales with Team Collaboration and Social Selling Vikram Yellampalli & Prity Tewary Oracle Open World 2014 Oct 2014.

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Presentation on theme: "Oracle Sales Cloud: Increase Sales with Team Collaboration and Social Selling Vikram Yellampalli & Prity Tewary Oracle Open World 2014 Oct 2014."— Presentation transcript:

1 Oracle Sales Cloud: Increase Sales with Team Collaboration and Social Selling Vikram Yellampalli & Prity Tewary Oracle Open World 2014 Oct 2014

2 #InfosysAtOOW Speakers 2 Vikram Yellampalli Prity Tewary Lead Consultant Bangalore, India Principal – Enterprise Applications

3 #InfosysAtOOW Agenda Enterprise Collaboration Oracle Social Network Business Scenarios Benefits Nice To Have Features… 3

4 #InfosysAtOOW Enterprise Collaboration How do I ensure constant exchange of data & ideas? Need Faster and reliable communication mechanism Context based communication Quick access to People, Content and Processes Ability to connect while on ‘Move’ Need Faster and reliable communication mechanism Context based communication Quick access to People, Content and Processes Ability to connect while on ‘Move’ Challenges Difficult to assess tangible benefits of enterprise collaboration tools. Lack of tight integration with company processes, leads to Low User Adoption Challenges Difficult to assess tangible benefits of enterprise collaboration tools. Lack of tight integration with company processes, leads to Low User Adoption 4

5 #InfosysAtOOW 2013 Next Generation Communications Study 5 Aberdeen Sep 2013 NGC study of 126 organizations found that Organizations that had identified business collaboration as their top goal saw significant performance improvement Source: Aberdeen Group, Sept. 2013

6 #InfosysAtOOW Agenda Enterprise Collaboration Oracle Social Network Business Scenarios Benefits Nice To Have Features… 6

7 #InfosysAtOOW 7 Oracle Social Network Helps make Informed Decisions Allows Context Preservation Provides Actionable Insight Has Maximized Reach Secure, Private network to connect with people at work

8 #InfosysAtOOW 8 Mobile devices Web Browser Accessibility Designed for Android, iPhone and iPad Available from within Oracle Sales Cloud application Outlook Outlook plugin to integrate with OSN

9 #InfosysAtOOW 9 Conversations Features Secure Private Conversations Group Conversations Public Messaging Add people to existing conversation Offline messaging Clear & retrieve conversations People and Groups Access People’s profile Find, Create and Edit Groups Follow People or Groups View Recommendations

10 #InfosysAtOOW 10 Features In Context Conversation Reply to specific subject or message Open multiple exclusive conversations with same contact Converse on Business Data Expose specific Opportunity, Account or Lead on OSN Have conversation on specific business data

11 #InfosysAtOOW 11 Follow-Up Features Follow up a particular contact Brings attention to a message Notification via depending on preferences Color coded icons Share & Review Documents Document Sharing in Conversation Real Time Annotations Folder Management

12 #InfosysAtOOW 12 Activity Stream Features Monitor updates to social objects View updates on People you follow View activities of a Groups Notifications & Updates Setup when you receive notification Daily digests

13 #InfosysAtOOW 13 Collections Features Conversations, Documents and URL’s Common focus, subject or goal Allows easy discovery of content Unique membership with own wall

14 #InfosysAtOOW Agenda Enterprise Collaboration Oracle Social Network Business Scenarios Benefits Nice To Have Features… 14

15 #InfosysAtOOW 15 Who Can Use? When? Let’s see How… All users of Oracle Sales Cloud Sales Manager, Sales Admins etc. Lead Management Opportunity Management Customer Management

16 #InfosysAtOOW 16 Sales Team Onboarding People and Groups New hire Follow’s solution experts, technical specialists, sales users etc. to get his queries answered Joins Groups with common expertise, interests and objectives to share knowledge and content Has access to public Collections or Folders that contain relevant documents and URL’s to help him ramp-up on companies policies and processes New Sales hires need to be connected to people, processes and content that will help them close deals faster.

17 #InfosysAtOOW 17 Territory Realignment Sharing of Business Data Representative shares the opportunity with previous representative on OSN Both discuss on the background, decision makers, opportunities & challenges New representative is completely onboard and make a good impact on his first interaction with customer Sales Representative can converse with previous rep on Opportunities, Accounts & Leads he worked on before realignment

18 #InfosysAtOOW 18 Sales Campaigns Sales Person working on launching a Sales Campaign for few identified prospects needs to get the template reviewed by the Sales Manager Document Management Salesperson shares the document to be reviewed in a Conversation Manager reviews and Annotates the document real time Salesperson reviews the comments and annotations and accepts or rejects the same. Saves the document and conversation as a Collection for reference

19 #InfosysAtOOW 19 Sales Manager needs his team to focus on a warm lead in line with new CEO vision on the product line Lead Qualification Follow-Up’s Sales manager starts a conversation with the primary Salesperson Sales Manager requests customer follow up along with new promotions on OSN and marks in for follow up from primary salesperson Salesperson views the follow-up notification in his Social tab and reports back the feedback from customer discussion Follow- Up

20 #InfosysAtOOW 20 Sales Manager wants to stay on top of his portfolio and needs quick update on a particular stalled opportunity while he is travelling Opportunity Management Mobility Sales Manager logs in to his mobile device and navigates to the stalled opportunity Checks the activity stream to view latest updates on the opportunity Starts a conversation with team and gets quick update

21 #InfosysAtOOW 21 Marketing team of an insurance company wants to a create a knowledge base on impact of new health care law to enable their sales & marketing teams with required info. Their customers are companies with more than 100 employees Customer Management Collections Marketing manager creates a new collection on Affordable health care act & gives access to his team, legal etc Marketing team, legal team & product teams adds documents, legal advice, Marketing material etc about new requirements, products etc Sales people can refer this collection and provide efficient support for their customer by referring the collection

22 #InfosysAtOOW 22 Sales Administrator needs to broadcast a message to all users for a new ‘Reusable Repository’ for responding to RFP’s Organization-wide communications Activity Streams Sales admin creates a group and adds all users of the system. Posts a message on his wall for a re- usable repository available All members of the group can view the message on their activity stream Available

23 #InfosysAtOOW Agenda Enterprise Collaboration Oracle Social Network Business Scenarios Benefits Nice To Have Features… 23

24 #InfosysAtOOW 24 Benefits Reduced Ramp-up time Quick Access to SME’s Access everywhere Shorter Sales Cycle Increased Customer Satisfaction Increased Productivity

25 #InfosysAtOOW 25 Increased Sales

26 #InfosysAtOOW Agenda Enterprise Collaboration Oracle Social Network Business Scenarios Benefits Nice To Have Features… 26

27 #InfosysAtOOW 27 What organizations would like to see… in the future releases

28 #InfosysAtOOW 28 Questions Visit Infosys at booth # 1411, Moscone South Share your feedback on this session via Twitter #InfosysAtOOW

29 © 2014 Infosys Limited, Bangalore, India. All Rights Reserved. Infosys believes the information in this document is accurate as of its publication date; such information is subject to change without notice. Infosys acknowledges the proprietary rights of other companies to the trademarks, product names and such other intellectual property rights mentioned in this document. Except as expressly permitted, neither this documentation nor any part of it may be reproduced, stored in a retrieval system, or transmitted in any form or by any means, electronic, mechanical, printing, photocopying, recording or otherwise, without the prior permission of Infosys Limited and/ or any named intellectual property rights holders under this document. Thank You


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