2. CON7196: Oceaneering: Migrating from Oracle CRM On Demand to Oracle Sales Cloud
Alistair Pereria, Oceaneering
Krishna Mulukutla, Oracle
October 2nd, 2014
Oracle Confidential – Internal/Restricted/Highly Restricted

3. This is a Safe Harbor Front slide, one of two Safe Harbor Statement slides included in this template.
One of the Safe Harbor slides must be used if your presentation covers material affected by Oracle’s Revenue Recognition Policy
To learn more about this policy,
Oracle Confidential – Internal/Restricted/Highly Restricted

4. Program Agenda
Modern Selling Oracle Sales Cloud Release 9 Industry Solution Highlights Oceaneering Navigating Oracle OpenWorld 1 2 3 4 5 6
Oracle Confidential – Internal/Restricted/Highly Restricted

5. Modern Selling
This is a Section Header with Picture slide ideal for including a picture with a brief title and optional subtitle.
To customize this slide with your own picture:
Right-click the slide area and choose Format Background from the pop-up menu. From the Fill menu, click Picture and texture fill. Under Insert from: click File. Locate your new picture and click Insert.
Oracle Confidential – Internal/Restricted/Highly Restricted

6. Modern Sales in the Cloud
Sell More, Know More, Grow More
Mobile & Productive
Insight Driven 2 3
Complete mobility drives sales results
Powerful analytics optimize sales performance
So Oracle’s view is these are the 5 tenants of modern selling.
Fast and Easy – the techniques and technologies need to be fast and easy. The things the reps you’re using everyday need to be easy to deploy, easy to use, easy to adapt as your business changes.
Mobile and Productive - Your reps want to mobile and they want to be productive all the time from whatever device they are using– they are connected as their buyers are.
Insight driven – a powerful analytics to ensure your optimizing sales team, performance, and optimizing your opportunities.
Your reps also need to collaborative – especially in complex deals. They need to talk in very connected ways throughout the deal cycles.
The last is about efficiencies and building revenues
KEY MESSAGE ON THIS SLIDE: This is Oracle’s point of view of a Modern Sales Organization… Modern Sales is:
Fast & Easy- you need tools that your reps will love… and you need to deploy (and change them) quickly
Mobile & Productive- give the tools to your reps which allow them to run and close their deal… right in front of customers
Insight Driven- apply powerful analytics to optimize your reps and your results
Collaborative- more effective tools to collaborate and coach across extended deal teams
Effective and Revenue Generating-
I’ll talk about specific capabilities in each of these areas on the next slides… which of these are most interesting? Where are you having challenges… and where is the most opportunity? 1
Fast & Easy
Easy to deploy, easy to use, easy to adapt
Effective & Revenue Generating
Collaborative
Integrated communication, coaching and team selling drive productivity 4 5
Modern selling tools to drive performance
Oracle Confidential – Internal/Restricted/Highly Restricted

7. Oracle Marketing Cloud
The Complete Solution
In-Store
Contact Center
Social
Field Service
Mobile
Direct Sales
And as you can see here, we’re committed to cloud by making our solutions comprehensive, integrated, and advanced.
We have a complete integrated CRM Cloud solution, which nobody else can offer. Our customers can select what they need, when they need it. Typically, we see that customers will decide to take on some functionality – such as sales and social – and then grow into the rest as need (such as future commerce and marketing capabilities). Our tight integration offers a comprehensive and advanced cloud solution.
We also usually help customers develop a roadmap based on what makes sense to them. In closing, let’s discuss next steps to further understand your functional requirements so we can develop a tailored roadmap for you.
KEY MESSAGE ON THIS SLIDE: Only Oracle can deliver this full suite of cloud capabilities to manage the entire Customer Experience lifecycle.
From marketing cloud, sales cloud, Sales Performance Management, SRM, CPQ, commerce, and service cloud… each of these is a clear market leader from just about any analyst- Forrester, Gartner, etc. These solutions already help our customers win… every day. With over 21MM users. Integrated together, they can truly transform your business and your Customer’s Experience.
Pick the capabilities you need most- and deploy them quickly… with confidence they’ll work together with the rest of architecture. Our global network of Oracle experts and partners can help you plan how to get there- and pick where to start.
Web
Channel
Oracle Social Cloud
Oracle Marketing Cloud
Oracle Sales Cloud
Oracle Commerce Cloud
Oracle Service Cloud
Oracle
CPQ
Cloud
Integrated Customer Experience Foundation
Globalizations and Statutory Localizations
Integrated Customer Experience Foundation
Social Network
Mobile
Analytic KPIs & Dashboards
Predictive Analytics
Integrations
Oracle Confidential – Internal/Restricted/Highly Restricted

8. Oracle Sales Cloud
This is a Section Header with Picture slide ideal for including a picture with a brief title and optional subtitle.
To customize this slide with your own picture:
Right-click the slide area and choose Format Background from the pop-up menu. From the Fill menu, click Picture and texture fill. Under Insert from: click File. Locate your new picture and click Insert.
Oracle Confidential – Internal/Restricted/Highly Restricted

9. Oracle Sales Cloud Overview
Partner Relationship Management
Mobile
Social
Sales Automation
Sales Performance Management
Extensibility and
Platform-as-a-Service
Customer Data Management
Analytics

10. Key Areas of Focus
Usability: No-Training UE, Simple, Faster Ramp Up for Sales Reps
Mobility: Anytime, Anywhere, Disconnected capability
Extensibility: Configure for SaaS, Customize with PaaS
Analytics: Embedded, Real-Time, Predictive
Functionality: Sales Automation, Sales Performance, Partner Relationship Management
Social: Integrated, Collaborative, Pervasive, Document sharing
Integrations: Prebuilt Integrations with CX Suite, Siebel, and ERP
Industry Solutions: Communications, Financial Services, Consumer Goods, High Tech & Industrial Manufacturing

11. CUSTOMER EXPERIENCE DEMO
This is a Section Header with Picture slide ideal for including a picture with a brief title and optional subtitle.
To customize this slide with your own picture:
Right-click the slide area and choose Format Background from the pop-up menu. From the Fill menu, click Picture and texture fill. Under Insert from: click File. Locate your new picture and click Insert.
Customer 360
Oracle Confidential – Internal/Restricted/Highly Restricted

12. Improved Mobile Applications
Smartphones and Tablets - Anywhere, Anytime
Task-driven smartphone app: Call Report
Attachment support for smartphones
Inline social conversations
Mobilytics app for sales executives on iPad
Reference Architectures /Blueprints to Accelerate Adoption & Time to Value
Oracle Confidential – Internal/Restricted/Highly Restricted 12

13. Simplified Sales Automation T’S NEW WITH ORACLE SALES CLOUD RELEASE 9?
Lead-to-Opportunity-to-Quote with Embedded Analytics
150+ new simplified pages:
Global search and list management
Activity management and team calendar
Opportunity sales coach and assessment
Price book configurations
Quote Management
Product recommendations
Complete Lead-to-Opportunity-to-Quote process on your tablet and laptop
Embedded analytics provides insight into core sales force automation metrics
Reference Architectures /Blueprints to Accelerate Adoption & Time to Value
Oracle Confidential – Internal/Restricted/Highly Restricted 13

14. Optimized Sales Performance
Streamline your Sales Plan and Operations
Empower sales managers to set targets and measure revenue and sales activities for their sales reps
Expedite rollout of territory changes with automated transfer of territory geographies between environments
Enable sales managers to edit quotas offline with quota import/export
Accelerate compensation plan review, approval, and acceptance with customizable plan document and approval workflow
Improved support for multi-currency calculations with currency conversion rate import
Oracle Confidential – Internal/Restricted/Highly Restricted 14

15. Streamlined Channel Sales Execution
Reduce Response Time to Partners
Partner 360 Overview pages for channel account managers
Automate lead distribution to partners using territory or rule-based assignment
Self-Service Partner Portal is intuitive and easy-to- use
Lead Management
Opportunity Management and support requests
View quotes and proposal provided by channel managers
Reference Architectures /Blueprints to Accelerate Adoption & Time to Value
Oracle Confidential – Internal/Restricted/Highly Restricted 15

16. Embedded Analytics Real-time Analytics to Manage your Business
View 8 prebuilt real-time dashboards for executives to track performance
Over 130 sales metrics, more than 20 sales dimensions and 50+ prebuilt reports are available to use from any device
Empower sales managers to measure and track sales activities by sales representatives, customers and opportunities.
Create custom trending reports up to 15 months to capture forecast and pipeline changes.
One-click access to all your reports in one place; share analytics insights with team members.
Oracle Confidential – Internal/Restricted/Highly Restricted 16

17. Customer Data Management
Embedded Data Quality and Data Enrichment
Fuzzy Account and Contact matching using Oracle Enterprise Data Quality (EDQ) to detect duplicate records
Matching rules supports standard and custom attributes
Enrich Customer 360 data using Oracle Data Cloud Service
Complete Dun and Bradstreet data available for real-time enrichment
50+ social handles including LinkedIn, Twitter, Pintrest, SlideShare, etc
Oracle Confidential – Internal/Restricted/Highly Restricted 17

18. Extensibility: Configure, Customize, and Integrate
Tailor User Experience
Top level custom objects support for simplified pages
Field Grouping for simplified pages layout
M:M data relationships
Multiple child objects support for custom subject area
Tailor with Icons and Themes
Dynamic page layout for Smartphone
Create workflow approval process for child objects and enhanced notifications
Oracle Confidential – Internal/Restricted/Highly Restricted 18

19. Oracle Cloud Marketplace
Find out what is available today as value-added solutions
Oracle Cloud Marketplace URL
Gmail ISV partners:
App by PathInfotech Pvt. Ltd.
App by CompanionLink Software, Inc.
For ISV partners, the marketplace enables applications built on PaaS to be published to the marketplace.
Oracle Confidential – Internal/Restricted/Highly Restricted 19

20. Oracle Sales Cloud Industry Solutions Highlights
Oracle Confidential – Internal/Restricted/Highly Restricted

21. Tailored for Industries
Prebuilt Reference Architectures Accelerate Adoption & Time to Value
A Blueprint with Best Practices for Industries
Communications
High Tech & Industrial Manufacturing
Consumer Goods – Retail Execution
Financial Services – Retail Banking
Oracle Confidential – Internal/Restricted/Highly Restricted

22. Customer Experience
Oracle Confidential – Internal/Restricted/Highly Restricted

23. Company Overview Continue Organization Growth
Oceaneering International, Inc. provides engineered services and products primarily to the offshore oil and gas industry, with a focus on deep-water applications.
Rely on CRM solution to support exponential growth objectives across multiple business units within 4 business segments.
12,200 Employees globally
HQ: Houston, TX, USA.
Industry: Oil & Gas
Oracle Confidential – Internal/Restricted/Highly Restricted

24. Company Overview Continue Organization Growth
Oracle Confidential – Internal/Restricted/Highly Restricted

25. Challenges Continue Organization Growth
Optimize Lead to Quote to Order to Cash process.
Create pipeline visibility across products/services and business units to enable central management and optimization of cross- and up-sell opportunities.
Operate as one company across all regions and business units.
Analyze Total Available Market.
Analyze growth and sales activities to increase market share of existing products and identify opportunities to introduce new products or services.
Oracle Confidential – Internal/Restricted/Highly Restricted

26. Benefits Continue Organization Growth
Consolidated single source of truth for prospects and opportunities.
Align sales /operations teams around customers needs resulting in improved customer satisfaction.
Enterprise analytics to adjust strategies according to growth objectives.
Engage users with an easy and common UI across mobile and desktop platforms.
Full featured mobile offering including support for execs to approve bid/tenders.
Oracle Confidential – Internal/Restricted/Highly Restricted

27. Anticipated Results Continue Organization Growth
Provide concise view on our total available market by region, business unit, and products/services.
Improve forecast accuracy and roll-up aggregated sales pipeline.
Improve executive visibility across the organization to make the right decision at the right time.
Increase user productivity via Simplified UI, on smart- phone, tablet and desktop platforms.
Improved focus on Key Account.
Oracle Confidential – Internal/Restricted/Highly Restricted

28. Analytics Mobility Scalability Usability Why Oracle Sales Cloud?
Continue Organization Growth
Analytics
Mobility
Scalability
Usability
Oracle Confidential – Internal/Restricted/Highly Restricted

29. How Critical is Oracle Sales Cloud
Continue Organization Growth
Total Available Market
Industry
Data
PeopleSoft
Customer Master
Product Master
Sales Order History
Oracle
Sales
Cloud
OBIEE
Account Management
Contact Management
Opportunity Management
Online Bid/Tender Approval
Enterprise Data Warehouse
360°View of Customer
Executive Dashboards
Oracle Confidential – Internal/Restricted/Highly Restricted

30. Key Takeaways
Oracle Confidential – Internal/Restricted/Highly Restricted

31. Key Takeaways
No-training user experience for sales reps, sales managers, channel account managers and partners
New task-driven smartphone app to increase sales rep productivity and adoption
Performance dashboards and analytics bring real-time information to sales executives
Configure, customize, integrate to meet your unique business requirements
New industry solutions: Communications, Financial Services, Consumer Goods, High Tech & Industrial Manufacturing
Usability: No-Training UE, Simple, Faster Ramp Up for Sales Reps
Mobility: Anytime, Anywhere, Disconnected capability
Extensibility: Configure for SaaS, Customize with PaaS
Analytics: Embedded, Real-Time, Predictive
Functionality: Sales Automation, Sales Performance, Partner Relationship Management
Social: Integrated, Collaborative, Pervasive, Document sharing
Integrations: Prebuilt Integrations with CX Suite, Siebel, and ERP
Industry Solutions: Communications, Financial Services, Consumer Goods, High Tech & Industrial Manufacturing
Oracle Confidential – Internal/Restricted/Highly Restricted

32. Navigating Oracle OpenWorld and Beyond
This is a Section Header with Picture slide ideal for including a picture with a brief title and optional subtitle.
To customize this slide with your own picture:
Right-click the slide area and choose Format Background from the pop-up menu. From the Fill menu, click Picture and texture fill. Under Insert from: click File. Locate your new picture and click Insert.
Oracle Confidential – Internal/Restricted/Highly Restricted

33. Visit the Sales @ CX Central Kiosks
Oracle Sales Cloud: Core Sales Force Automation (SFA)
Oracle Sales Cloud: Sales Reps Productivity on Smartphones
Oracle Sales Cloud: Managing Your Business using Tablets
Oracle Sales Cloud: Sales Analytics
Oracle Sales Cloud: Sales Performance Management
Oracle Sales Cloud Configuration and Customization
Oracle Sales Cloud: High Tech and Industrial Manufacturing
Oracle Sales Cloud: Financial Services and Retail Banking
Oracle Sales Cloud: Telecommunication
Oracle Sales Cloud: Consumer Packaged Good - Retail Execution
Oracle Sales Cloud: Integrating Sales, Marketing, CPQ and Service
Oracle Sales Cloud Integrations with CRM On Demand, EBS, JD Edwards and Siebel
CRM On Demand: Leveraging the Cloud to Enhance Customer Experience
CX for Sales Reps: Sell More with Oracle Sales Cloud
CX for Sales VPs: Grow More with Oracle Sales Cloud
CX for Sales Reps: Using Oracle Voice for Improved Productivity

34. Sales VP’s Join US: Oracle Sales Executive Summit 2014
The NEW Home of the SF 49ers - Levi’s Stadium, November 12
Learn from top experts on Modern Selling who will share strategies that:
Turn “B players” into top performers with a more productive selling approach
Enable real-time coaching to build pipeline and establish best practices
Inspire great teamwork with social, mobile and content- sharing in the cloud
Network with your VP Sales Executive peers and get an exclusive, behind-the-scenes tour of the new stadium!
Contact:
Oracle Confidential – Internal/Restricted/Highly Restricted

35. Key Resources at Oracle.com/openworld
Focus on Documents
Go to: Oracle OpenWorld-Sessions-Customer Experience-Sales
Oracle Sales Cloud
Videos, Data Sheets and Product readiness resources
Oracle Sales Cloud – YouTube
Oracle Confidential – Internal/Restricted/Highly Restricted