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ORACLE SALES CLOUD: PERSPECTIVES

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  1. ORACLE SALES CLOUD: PERSPECTIVES Rebecca Wettemann +1-617-720-2000 rwettemann@nucleusresearch.com

  2. About Nucleus Research An independent IT research and advisory firm that specializes in the financial and operational value that technology delivers to enterprise organizations. • Founded in 2000, based in Boston MA • More than 450 published ROI case studies • Standard, consistent, globally understood research methodology focusing on ROI and financial Payback. • The only firm registered with the National Association of State Boards of AccountancyRegistration #108024

  3. Agenda • The promises – and challenges – of SFA • The Dark Cockpit • Looking at Oracle Sales Cloud • Key differentiators • Benefits • Case examples • Best practices

  4. CRM delivers $8.71 for every dollar spent. (Nucleus Research o128, June 2014)

  5. The Promise of SFA • Greater productivity • Greater visibility • Greater scalability • Increased profits • Increased growth

  6. The Challenge of SFA Managers need better data! • The biggest SFA challenge is data entry • Poor data drives poor forecasting • Old data means missed coaching opportunities • Pushing data entry is not the answer

  7. The SFA Conundrum 7.56% Profits Time spent in CRM Nucleus Research n167 – Enterprise software must adopt the principles of Dark Cockpit, November 2013

  8. The Dark Cockpit

  9. The Dark Cockpit - SFA • Simplify • Focus • Automate • Coach

  10. Looking at Oracle Sales Cloud

  11. A Closer Look • Simplified UI • Improved Outlook integration, social collaboration, and voice capture • Territory, account, quota, and incentive comp management • Embedded dashboards, analytics, reports with pre-built KPIs • Improved lead and forecast management • Sales Predictor • Improved support for integration between Siebel, E-Business Suite, and JD Edwards Nucleus Research o53 – A closer look at Oracle Sales Cloud, April 2014

  12. Simplify

  13. Simplify – Oracle Sales Cloud • UI, UI, UI • Mobile UI • One-click to view and manage • CRM without training • Cloud

  14. Cloud quick facts • 1.7 times greater ROI • Time to go-live measured in weeks rather than months. • Average payback in 5 months versus 1.1 years for on premise • 85% lower up-front costs • 75% of IT departments report they are resource constrained • Tax advantages of OPEX versus CAPEX can save 5% of the project

  15. Focus

  16. Focus with Oracle Sales Cloud • Sales Predictor • Embedded in-context analytics Analytics delivers $13.01 for every dollar spent. (Nucleus Research o204, September 2014) • AroundMe

  17. Automate

  18. Automate with Oracle Sales Cloud • Automated data capture, updating, correction • Improved Microsoft Outlook integration • Voice capture • Data management and data quality

  19. Coach

  20. Coach with Oracle Sales Cloud • Embedded real-time analytics drive coaching in the moment • Automation of tasks frees up time for more meaningful conversations • Real reporting: when a deal changed, how it changes, who changed it • Accelerate sales onboarding 50-75% • Reduce tactical management by 75% • Increase close rates by 10-15%

  21. Examples

  22. Example: Apex IT ROI: 724% Payback: 2 months The Challenge: Needed a new CRM to support the growth needs of the business with integrated sales and marketing functions. The Strategy: Implemented Sales Cloud integrated with Eloqua. Key Benefits: • Increased visibility • Increased sales and marketing productivity • Improved margins

  23. Example: Batesville ROI: 111% Payback: 1.1 years The Challenge: Needed better way to track and manage sales performance while facing changing marketing conditions. The Strategy: Implemented Sales Cloud with an iPad pilot and integration with JD Edwards. Key Benefits: • Increased visibility • Increased sales and management productivity

  24. Best Practices

  25. Keys to Success with Oracle Sales Cloud • Take advantage of cloud ROI multiplier • Experiment • Expand • Evolve • Know your data • Pilot with mobile • Have users vote early and often

  26. Human issues • Individual • Hierarchical • Structural • Cultural 70% of bad projects have a root cause in a human factor

  27. Resources Visit: NucleusResearch.com Resources: Nucleus Research o60 – Technology Value Matrix 1H 2014 – CRM, April 2014 Nucleus Research o53 – A closer look at Oracle Sales Cloud, April 2014 Case studies Nucleus Research Knowledge Center Nucleus Research CRM ROI Financial Modeling Tool

  28. Summary • Oracle Sales Cloud leverages intelligence of software with advanced capabilities • Dark Cockpit • Simplify • Focus • Automate • Coach • Best Practices • The 3 E’s of Cloud • Address Human Factors

  29. Thank you!