2. 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
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 1
The Customer Experience CX Portfolio: Spotlight on Oracle Sales Cloud Oracle Sales Cloud Integrated with Siebel Customer Transformations Path to the Cloud 2 3 4 5
Oracle Confidential – Internal/Restricted/Highly Restricted

5. 1 in 2 Why are Customers Moving to the Cloud?
Is Your Organization Prepared?
1 in 2
A survey from the Corporate Executive Board found that 57% of purchase cycles are complete before a supplier even becomes involved in a deal.
That’s access to information and other people make buyers much more knowledgeable than before. This places a strain on the selling organization to keep you ahead and get you in the game earlier.
What we’re finding across our customer base is that in very large sales organization, most are turning over reps in ½ reps a year – or completely retraining them. This is tremendous initiative for large enterprise.
The good news is that customer loyalty is actually trending upwards, and it’s still something that customer value buy telling it back to the selling cycle. 53% of companies will relate their loyalty back to the experience they’ve had in the selling cycle. So the good message in this study and the sales world today, if you do this well and if they can adapt to new technologies and pick up new tools to get engaged with buyers early, you’ll have a much higher loyalty from your customers. They’ll have a much better experience and you’ll leap frog your competitors.
Studies:
Corporate Executive Board, Driving Sales Transformation: Empowering Reps to Sell to Empowered Customers
CSO Insights: Sales Performance Optimization: 2013 Sell Cycle Review Analysis
See upload to OSN conversation or Beehive Folder:
KEY MESSAGE ON THIS SLIDE: 3rd party research on sales trends supports the need to change your sales approach… and to change now!
From the Corporate Executive Board (CEB), and backed by research from Bain…
57% of the purchasing cycle is complete BEFORE engaging sales! Customers are doing their homework without you
Survey of companies with large sales teams… 1 in 2 reps much be turned over or re-trained this yr. Same old techniques are not working
BUT all is not lost! 53% of a customers loyalty is STILL driven by their experience in the sales cycle! Sales reps still matter- and customers value great ones.
Those who can adapt and win will reap great rewards…
of purchase cycle complete before engaging with a supplier
sales reps need to be re-trained or turned over
of B2B customer loyalty is driven by the sales experience
Sources:
CEB, Bain POV Future of B2B Sales 5
Oracle Confidential – Internal/Restricted/Highly Restricted

6. Easy to deploy, easy to use, easy to adapt
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. Advantages of Cloud Solutions
Increase Business Agility
Modernize Apps
Increase business agility
Support multiple tablet and smart phone devices
Remove upgrade risk and pain
Deploy more modern enterprise applications
Customize without IT help
Reduce costs for maintenance and highly customized and integrated systems
Switch from cap-ex to op-ex
Business-Level Configuration
Reduce Operational Costs
Cap-Ex VS Op-Ex

8. Oracle Marketing Cloud
The Complete Solution
In-Store
Contact Center
Social
Field Service
Mobile
Direct Sales
Oracle Social Cloud
Oracle Marketing Cloud
Oracle Sales Cloud
Oracle Commerce Cloud
Oracle Service Cloud
Oracle
CPQ
Cloud
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
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

9. Oracle Sales Cloud Integrated CX Portfolio
Service Cloud
Contact Center/Knowledge Base
Siebel
Complex processes and workflows, call center and field service
Sales Cloud
Marketing Cloud
Integrated Marketing Campaigns & Leads
CPQ
Configure, Price, Quote
Configure to Quote

10. What Analysts are Saying
Oracle Confidential – Internal/Restricted/Highly Restricted

11. − Rebecca Wettemann, Vice President Nucleus Research Inc.
“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 Confidential – Internal/Restricted/Highly Restricted

12. “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 Confidential – Internal/Restricted/Highly Restricted

13. “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
Oracle Confidential – Internal/Restricted/Highly Restricted

14. Customer 360 Demo SALES REPRESENTATIVE
Oracle Confidential – Internal/Restricted/Highly Restricted

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

16. Modern User Interface That’s Fast and Easy
Pre-select leads by time frame
Easy to find accounts with filters
Visual cues for cool, warm, and hot leads
Ranked by highest probability
Snapshot of opportunities, products, interactions, and digital footprint
Snapshot of performance

17. Improve Productivity with Mobile Sales
Apple, Android, and Blackberry support
Using native calendar and contact synch
Access critical data anywhere, anytime with disconnected mode
Enhanced interactive analytics with drill- down to more detailed information
Collaboration with sales team members with in-line social conversations
Task-driven smartphone app: Call Report
Attachment support
Mobilytics app for sales executives on iPad
Forecasting Analytics on Mobile

18. Improve Productivity with Social Collaboration
Collaborate through conversations on sales accounts and opportunities
Build cross-team knowledge by adding team members to the conversation
Teams work together on sales documents with real-time annotation and editing
Share documents, images and other rich media between people and groups
Integrated with Mobile Sales Cloud
Sales conversations centered on key accounts and opportunities

19. Dashboard Demo SALES EXECUTIVE
Oracle Confidential – Internal/Restricted/Highly Restricted

20. Improve Sales Insights with BI Dashboards
Operational data is presented as summary KPIs
Enhanced interactive analytics drill-down to more detailed information
Out-of-the box embedded reports include forecast trending
Mobile analytics on smart phone and tablet
Rich graphical interface,
drill-down precision

21. Drive Revenue with Modern Forecasting and Pipeline Tools
Manage forecasts and analyze in multiple dimensions
Use Forecast Shaper to perform “What If” analyses
Analyze sales stages using Pipeline Analyzer
Deal Radar tracks deals by team’s activities
Team Tracker can identify your highest and lowest performers
Keep your forecast on track with the Aging Monitor
View won amounts for current, past and upcoming quarters
Drag and drop deals from one quarter to the next for as-if analysis

22. Extensibility Tools For Your Unique Environment
Accounts, Contacts, Activities, and Opportunities synched to Siebel
Customer synchronization enables customer 360 view
View layouts are based on one simple model that is extensible to web, mobile, and reporting
Workflow processes can be connected to complex back-end business processes
Extend with Groovy scripting, administration tools
In-place customizations are isolated to sand-boxes (no compile or deployment required)
Supported by PaaS and Oracle Application Marketplace
Groovy scripting tools similar to Siebel Smart Scripts
Account and opportunity carried through to Siebel quote

23. Oracle Sales Cloud Integrated with Siebel
Oracle Confidential – Internal/Restricted/Highly Restricted

24. The Power of Siebel with the Agility of Oracle Sales Cloud
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
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)

25. 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

26. Oracle Sales Cloud to Marketing Cloud
Social Campaigns for Siebel Install Base Customers
Account, Contact, Leads, Opportunity, Campaign, and Response Synchronization
Embedded Digital Profile (web site visits, click through, search engine results)
Add Customers to Social Campaigns
Closed Loop Reporting on Effectiveness of Campaigns

27. Oracle Sales Cloud to CPQ Cloud
Account
Overview
Showing
Open Quotes
Account
Quote UI
Access Account, Contact and Product in CPQ Cloud
Access Quote/Order in Sales Cloud
Quote
Proposal
Generated
Configure, Price, and Quote in the Cloud (from Account or Opportunity)
View proposal document from Sales Cloud
Updated Revenue Opportunity
Quote summary synched to Sales Cloud
Updated
Opportunity
Revenue

28. Integrated through an Extensible Model
Oracle Sales Cloud and Oracle Marketing Cloud Integration
Configuration Guide
An Oracle Integration Guide
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
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

29. 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 Cloud
SaaS
PaaS
By tailoring your CX Cloud within your applications, you can receive the following benefits:
Improve the user experience
Increase user satisfaction
Protect all your changes across software updates
Some ways your business users can tailor your CX cloud today are:
Configure and display your logos on the screen
Change built-in approval processes
Add data fields on the fly, create mashups to other applications
Modify dashboard reporting
And all UI changes apply to all devices
Social conversations are part of the software and your users can tailor these conversations to be updated based upon activities as they occur in your business. All automated.
By enriching your CX Cloud with Oracle Cloud PaaS, you can receive the following benefits:
Extend capabilities to create new features and new applications
You get one platform for your entire business with standards based tools that are the most widely used in the industry
Streamlined development with applications portable to other platforms
Some ways your IT folks can enrich your CX cloud today are:
Create mobile apps
Share documents externally on any device
Simplify and unify BI across the business
Use certified 3rd party apps from Oracle Cloud partners
Develop/test fast with DB Cloud Service, Java Cloud Service, Developer Services
Aggregate data fast with DB Cloud Service, Java Cloud Service
And your IT team could create applications with tools they already use today and that over millions of developers use today (no searching around for a developer with a unique proprietary skill set and increased ramp up time to development. Start coding today with Java.) Oracle provides one cloud platform that extends it SaaS applications using tools that are widely known and accepted as industry standard. And the apps you create with Oracle PaaS are portable to other platforms if you want to move them.
A few examples of unique apps some customer created are:
A Travel Authorization application which allows sales management to pre-approve travel for all sales personnel.
A Call report application that allows an airline carrier in France to generate a yearly call plan for sales reps to help them execute calls

30. 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.

31. 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

32. Oracle Sales Cloud Customer Transformations
Oracle Confidential – Internal/Restricted/Highly Restricted

33. SALES & MARKETING CLOUD
High Tech Device Manufacturer Integrated Marketing, Sales and Service for Customer 360
SALES & MARKETING CLOUD
SIEBEL
LEGACY
Customers, Core SFA & Campaigns
Customers, Assets, Service
Lotus Notes & Spreadsheets for Order Entry
Panasonic is an example of a customer who's integrating Sales Cloud and Marketing Cloud with Siebel that's already integrated to multiple legacy systems.  For Panasonic, a globally recognized high tech and consumer electronics manufacturing company, they had FOUR different CRM systems.  In addition to Siebel, one of their CRM systems was SFDC.  They've decided to consolidate their CRM and replace SFDC, with Sales Cloud and Marketing Cloud and integrate it to their existing Siebel MDM and Service.  They did this so their Sales, Marketing and Service would have a single view of a customer, simplify collaboration across the organization and have true enterprise analytics across all LOBs - from data from the Cloud as well as Siebel.   They decided to go with Oracle for our rich and easy to use UI and mobile access for sales.  With the integration between Sales and Marketing Clouds, they look to gain sales and marketing productivity as well as improve real-time lead velocity from their previous 7-10 day lag time. 
Company Overview
Challenges
Benefits
Anticipated Results
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
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

34. High Tech Device Manufacturer Unified Pipeline Building Across Marketing and Sales
ORACLE SALES CLOUD
SIEBEL
BACKEND SYSTEMS
Customers & Core SFA
Order Capture & Service
Oracle Financials, Logistics, Homegrown
Schneider National is a large trucking and logistics company in North America who is a long-time Oracle EBS and Siebel customer.  
They had divisions in the organization that were using a heavily customized implementation of Siebel as well as one division that implemented Salesforce.com.  Sales reps found the CRM system hard to use and very inflexible...  And visibility into accounts, opportunities, and orders were disjointed.  Their SFDC implementation was not integrated to Siebel so reporting was a nightmare.  To get a complete corporate sales picture, reports were created in spreadsheets to pull all the data together.  
Schneider National decided to replace their SFDC in favor of Oracle Sales Cloud to provide their sales organization with a powerful and rich cloud application that has a streamlined UI yet provides flexibility to make the modifications they need to better fit their business.  That as well as providing reps mobile access has already provided improved user experience and adoption.  Oracle Sales Cloud is integrated to their existing Order Capture so reps can access quote and order fulfillment capabilities so there's no redundant work that needs to be done back in the office.  They have all the tools they need while they're on the road at the customer site.  For management, they get real-time visibility of their business from enterprise reports that are no longer on complicated spreadsheets.
Company Overview
Challenges
Benefits
Anticipated Results
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
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

35. Path to the Cloud
Oracle Confidential – Internal/Restricted/Highly Restricted

36. 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

37. Oracle’s Cloud Leadership
10,000+
Cloud Enterprise Customers
Cloud Customers in
180+ Countries
34 Languages
21,500,000+ End Cloud Users
I’d like to discuss a little bit about how big Oracle is and why this is important to you.
Yes, we have a substantial presence in the market as the second largest software company globally.
We’re also an enormous cloud company – with over 21 million customers using our cloud solutions every day.
No other company invests more in R&D in the cloud space. We have global data centres and support languages across the globe.
Why is this important to you? Well, it essentially means that our commitment and ability to execute in Cloud is unparalleled.
We see cloud computing as a fantastic opportunity to help our customer simplify IT – which is a sector that’s become increasingly valued in today’s global economy. And we’ve been dedicated across the globe towards making this happen. We’ll also be here to support our customers over the long-run, which is especially important when in an era of many failed social start-ups.
KEY MESSAGE ON THIS SLIDE: No one invests more in cloud R&D than Oracle.
With over 21MM cloud users, and over 2100 customers in our Customer Experience portfolio- these solutions power global customers in over 180 countries from 13 data centers.
Our dedication to maintaining the most advanced hosting operations with the most secure data infrastructure is second to none… and we continue to invest in improving this infrastructure every day. 13
Global Data Centers
2+ Billion
Cloud Transactions per Day
2,100+
Cloud CX Customers 37
Oracle Confidential – Internal/Restricted/Highly Restricted

38. Questions?