1. Oracle Sales Cloud – Battle Card Enabling Modern Sales in the Cloud
Challenge
Oracle Value
Customer Success
Decline in pipeline
Customers doing online research before engaging your sales team
Engage early and throughout customer lifecycle with tools that allow reps to have rich communications- drive aftermarket upsells, create their own campaigns
TuffShed: Grew pipeline and increased revenue through better segmentation, integrated sales & marketing campaigns
Limited customer insight
No visibility/360-degree view of relevant customer activities
Improve upsell and cross-sell to customers with whitespace and predictive analytics
Gain full visibility to complete, accurate and clean customer information
Graco: Reduced the time spent locating and communicating to customers/distributors with improved Mobile access
Decline in sales productivity and face time with customers
1/3 of rep’s time spent on administrative, non-sales tasks
Increase selling time by providing more information, seamless sales process- create, manage and configure quotes and forecasts- from a mobile device
GE: 30% reduction in quote cycle time with Oracle CPQ Cloud
Difficulty in communicating across sales teams, which delays sales cycle
Deals getting more complex
Close deals faster by enabling seamless collaboration across your account teams
Cubis: Increased ability to have all their sales team talking to each other, centered around the customer
Increased collaboration with customers and suppliers
Big Data and Information Everywhere
More and More Complex Sales Channels
Industrial Mfg Trends:
Collaboration with customers and suppliers at the R&D level will have significantly increased by 2020
Internet of Things and Big Data- manufacturers are collecting more information from an exploding number of devices across their customer base and supply chains
More (and more complicated) sales channels- 70% of sales organizations report sales follow a more variable path to closure
Increase in channel and product complexity
More M&A requires integrating products, systems, processes
Improve channel collaboration with integrated PRM and self-service Configure/Price/Quote for partners to increase channel collaboration
Flowserve: Grew 4% in topline revenue by setting a common sales strategy (“One Flowserve”)
For internal use only
Competitive Statements
Objections
Oracle Counter
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The Hook
I work with many Sales Leaders in <<insert vertical>> on their sales performance issues. One common pain point I see in organizations like yours is that current sales tools do not address the challenges facing salespeople in <<industry>> today, and the tools do little to help reps engage their customers. This can result in issues like…
No one gets fired for buying SFDC
But do they get promoted. Can they point to revenue increases from it?
Atradius: Rep productivity increased 10% in 9 months.
VIDEO:
All of my sales team have used SFDC and like it
Do they really like it or are they jamming in data at 10pm at night? Does it actually help the reps sell?
Batesville: Rep adoption is key.
VIDEO:
SFDC does everything we need
Can you see a true 360 degree view, interpret buying patterns, optimize territory coverage, analyze your forecast, incent your reps, CPQ?
Demo of Sales Cloud advanced capabilities:.
VIDEO:
SFDC is the #1 in CRM & Oracle has no references
Oracle runs Oracle- we’re $37B company with 27k Sales Cloud users. We have sold CRM in the cloud for over 10 years & have 10’s of thousands of CRM cloud users
Listen to all these customers talking about their success with Oracle Sales Cloud:.
VIDEO:
Enabling Oracle Cloud Solutions:
Oracle Sales Cloud, Oracle Social Cloud, Oracle CPQ Cloud

2. Why Choose Oracle vs. SFDC?
Challenges in Modern Selling
NOT ENOUGH PIPE: > 57% CSO’s rate ability to incubate leads as major concern
NOT ENOUGH SELLING TIME: Only 1/3 of reps time spent selling
UNEVEN REP PERFORMANCE: 60% of reps lack strong understanding of their differentiators vs. the competition
POOR INSIGHT: Forecasts are wrong >50% of time
All Industries
Insurance & Finance
Professional Services
Industrial Mfg
Life Science/Healthcare
High Tech
Consumer
Modern Sales in the Cloud
Mobile and Productive
Empower your reps to always be selling on any device
Generate 100% accurate pricing, quoting, and contracts in seconds
Comprehensive needs analysis to match the right services to the right accounts
Insight-Driven
360 customer view including digital and social behavior; direct and indirect channels
Help position the most profitable products to the right targets with Whitespace Analysis
Drive the right sales behavior and improve effectiveness with integrated incentive compensation
Collaborative
Collaborate on deals with extended teams using integrated social tools
Speed approvals and improve compliance with automated workflow across sales, pricing, network engineering, and more
Pipeline-Building
Cross-sell/ upsell effectively w/ on product recommendations
Match accounts & services to meet customer needs
Recognize profitable & loyal customers on each acct. to prioritize activities
Why Choose Oracle vs. SFDC?
More mobile capabilities
Included Sales Performance Mgmt- incentive comp, quota/territory mgmt
Rich Forecast modeling
Improved data quality
Configure, Price & Quote capabilities
Packaged ERP integration for Siebel, EBS or JDE
Predictive Analytics
Cross Sell/Up Sell recommendations
Ability to map & optimize territories
Average implementation needs < 9 App Exchange vendors to complete
B2C support
Richer Customer Data Model
WATCH Brandon Byrne from CURSE talk about why they switched from SFDC:
Fast and Easy
Lower TCO and reduced complexity of legacy communications on systems
Automate sales processes to eliminate wasted time /effort & increase selling time
Quickly launch and change new pricing, promotions, and bundles without IT development