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How to Integrate ISV Applications into the Oracle Sales Cloud. Sanjay Sinha, Oracle Sundeep Parsa, Oracle Dan Koellhofer, CallidusCloud Ellen Mason, White Springs. Safe Harbor.

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how to integrate isv applications into the oracle sales cloud
How to Integrate ISV Applications into the Oracle Sales Cloud

Sanjay Sinha, Oracle

Sundeep Parsa, Oracle

Dan Koellhofer, CallidusCloud

Ellen Mason, White Springs

safe harbor
Safe Harbor

The following is intended to outline our general product direction. It is intended for information purposes only, and may not be incorporated into any contract. It is not a commitment to deliver any material, code, or functionality, and should not be relied upon in making purchasing decisions. The development, release, and timing of any features or functionality described for Oracle’s products remains at the sole discretion of Oracle.

oracle sales cloud
Oracle Sales Cloud

Key Platform Priorities

program agenda
Program Agenda
  • Oracle Sales Cloud Partner Ecosystem Overview
  • Common Integration Design Patterns
  • Best Practices; Oracle PaaS for SaaS
  • ISV Partner Examples
oracle cloud isv integration strategy
Oracle Cloud ISV Integration Strategy
  • Best in Class
  • Open
  • Complete

Oracle Cloud

Applications

Oracle Cloud

Platform

Oracle Cloud

Marketplace

(100+ Business Apps)

oracle cloud marketplace
Oracle Cloud Marketplace
  • Customers:Cloud computing marketplace where Oracle customers can easily browse, evaluate and buy trusted business applications
  • Partners:A new cloud applications distribution channel that generates demand for our partners and extend their success in the cloud
oracle sales cloud isv ecosystem
Oracle Sales Cloud – ISV Ecosystem

Configure,

Price,

Quote

Sales Planning & Methodology

Sales

Productivity

Data

Quality &

Enrichment

Sales

Collaboration

Email &

Calendar

Integration

Document &

Contract

Generation

Billing;

Field Service

Sales Intelligence

Lead Generation

Telephony

Sales Compensation

extending applications
Extending Applications

Customization Needs

Need for Platform Capabilities

Multi-channel

Composite Applications

Web

Mobile

Desktop

Custom Application Integration

Web Services

Custom UI

Functional Extensions

Process Customization

UI Customizations

Personalization

Basics

Innovate

Cross-Application Security

Common, Scalable Infrastructure

extending applications1
Extending Applications

Customization Needs

Need for Platform Capabilities

Oracle Cloud Platform Services

ADF

ADF Mobile

Multi-channel

Composite Applications

Web

Mobile

Desktop

Custom Application Integration

Web Services

Custom UI

Application Extensibility

Functional Extensions

Process Customization

UI Customizations

Personalization

Basics

Innovate

Oracle Cloud Common Infrastructure Services

Cross-Application Security

Common, Scalable Infrastructure

slide15

Extending Sales Cloud - Integration Points

User Interface

Web Services

Security

ui integration
UI Integration

Extending Oracle Cloud Applications

Oracle Cloud PaaS

Oracle Cloud Apps

Partner Cloud Apps

Embed, Navigate

Customers, Partners, Suppliers, etc.

web services integration
Web Services Integration

Extending Oracle Cloud Architecture

Oracle Cloud PaaS

Oracle Cloud Apps

Partner Cloud Apps

Customers, Partners, Suppliers, etc.

extend cloud applications with java cloud
Extend Cloud Applications with Java Cloud

ISV Connector Architecture

ISV

Connector

UI Extensions

ADF UI

UI

Web Services

Custom Objects, Web Services

Web Services

ISV Cloud

the behavior platform from badgeville
The Behavior Platform from Badgeville

Sales Productivity

  • Badgeville provides a gamification platform to influence successful enterprise operational behaviors using game, reputation, and social mechanics
  • Open Integration Components for UI & realtime gaming event capture:
    • Page Composer & Javascript
    • Application Composer & Web Services
    • Java Cloud Services PaaS
the behavior platform from badgeville1
The Behavior Platform from Badgeville

Embed Sales Operations Game Mechanics With UI Shell Customization

the behavior platform from badgeville2
The Behavior Platform from Badgeville

Lead Generation Campaign “Mission” Status On Click…

  • Sales Cloud user creates a Lead
slide23

The Behavior Platform from Badgeville

Motivational Rewards Based On Objective Achievements…

the behavior platform from badgeville3
The Behavior Platform from Badgeville

Accumulated Individual “Stats”

cleancrm from activeprime
CleanCRM from ActivePrime

Data Quality

  • Cleaner data maximizes sales and marketing efficiency
  • Batch de-duplication of Accounts, Contacts, and Leads in Oracle Sales Cloud
  • Find and merge duplicates; one click operation with UI embedded in Oracle Sales Cloud. Uses Page Composer, Javascript, and Web Services.
cleancrm from activeprime1
CleanCRM from ActivePrime

Invoke Directly From Oracle Sales Cloud UI

  • Data Steward accesses Oracle Sales Cloud. The user clicks on the ActivePrime link.
cleancrm from activeprime2
CleanCRM from ActivePrime

Embedded UI and Security

  • CleanCRM application is displayed within Sales Cloud iFrame - using a token to authenticate to CleanCRM
cleancrm from activeprime3
CleanCRM from ActivePrime

Select Data Sets and Invoke Sales Cloud API Methods

  • User sets CleanCRM options and clicks on the Find Duplicates button.
  • CleanCRM invokes Sales Cloud Web Service. The results are displayed as a list of possible deduplication candidates…
cleancrm from activeprime4
CleanCRM from ActivePrime

User Chooses De-dupe Resolution For Each Candidate

qas from experian
QAS from Experian

Data Quality and Enrichment

  • Interactive address verification for call centers speeds address capture, increases efficiency and reduces keystrokes needed to capture an address
  • Automatic call out to QAS service to validate contact information at the time of entry
  • Button to perform manual call-out to QAS service to verify existing address; QAS API credentials sent from Oracle Sales Cloud

Oracle Sales

Cloud

Sales Cloud

Extensions

Java Cloud

Proxy Service

qas from experian1
QAS from Experian

Augment and Correct Incomplete Data

qas from experian2
QAS from Experian

Correct Ambiguous Data

qas from experian3
QAS from Experian

Enrich Customer Information for Missing Fields

qas from experian4
QAS from Experian

Lookup and Add Net New Customer Information

qas from experian5
QAS from Experian

QAS from Experian

Page Composer Extensions

QAS Connector

QAS On Demand Web Services

Address validation

commissions from calliduscloud
Commissions from CallidusCloud

Sales Compensation

Dan Koellhofer

VP Product Management

commissions from calliduscloud1
Commissions from CallidusCloud

Sales Compensation

  • Allows Sales Reps and Managers to easily track and manage sales performance dashboards
  • CallidusCloud Connector on Java Cloud maps and synchronizes the Sales Cloud Opportunity with CallidusCloud
  • Federated login to CallidusCloud
  • Embedded iFrame for Callidus Reporting & Analytics and Connector Admin on Sales Dashboard tab
commissions from calliduscloud2
Commissions from CallidusCloud

Compensation and Performance Dashboard For Rep – Embedded UI

commissions from calliduscloud3
Commissions from CallidusCloud

Per Opportunity Forecast Compensation Report Drill Down

commissions from calliduscloud4
Commissions from CallidusCloud

Sales Operations, Management, and Individual Reporting & Analytics

callidus data sync connector
Callidus Data Sync Connector

1. Dynamic Mapping selection

2. Initiate Synchronization

commissions from calliduscloud5
Commissions from CallidusCloud

CallidusCloud Commissions

Federation for Web SSO

UI Mashup for Sales Dashboard (Page Composer) – CallidusCloud Commissions and Connector

Callidus

Connector

UI

Callidus ICM, Reporting and Analytics

WS Client

Callidus

Web Services

Synchronize Opportunity

from Sales Cloud to Callidus Transactions

Web Services

riva from omni technology solutions
Riva from Omni Technology Solutions

Email and Calendar Server-to-Server Sync

TasksNotesEmailOpportunities

Custom categoriesAnd more…

Oracle Sales Cloud

Email System

(On-Premise or Cloud)

(On-Premise or Cloud)

ContactsAppointmentsMeetingsRecurring events

riva from omni technology solutions1
Riva from Omni Technology Solutions

IBM Notes Calendar Sync Example

cti connector from interactive intelligence
CTI Connector from Interactive Intelligence

Telephony

  • Customer Interaction Center™ (CIC) is an all-in-one contact center platform for multichannel interactions, deployed on-cloud, on-premise, or as a managed service.
  • Seamless information exchange for increased agent productivity
  • Sales Cloud interface is embedded with CIC’s call control features including transfer, hold, conference, disconnect, and “click-to-call”
cti connector from interactive intelligence1
CTI Connector from Interactive Intelligence

Increase Productivity with Toolbar Features and Data Synchronization

  • Outbound Click-to-dial
  • Inbound call notification
  • Agent status
  • Call control: Hold, Hang-up, Transfer, Conference
  • Automatic screen-pop of contact details and interaction dialogs
  • Call wrap-up and Interaction logs
cti connector from interactive intelligence2
CTI Connector from Interactive Intelligence

Architecture and Inbound/Outbound Flow

Javascript Connector

for Click2Dial toolbar

cpq from bigmachines
CPQ from BigMachines

Quotes and Orders

  • CPQ solutions with a powerful rules engine for complex ordering and guided selling processes.
  • Syncs to Sales Cloud opportunity, thus enabling a faster, accurate and more efficient sales process.
  • UI Mashup with BigMachines and Custom Quote User Interface
  • Integration with Opportunity, Accounts, Products, Contacts, Custom Quote
cpq from bigmachines1
CPQ from BigMachines

Select Opportunity, then “Create Quote”

cpq from bigmachines2
CPQ from BigMachines

Quotes and Orders

  • Opportunity and Sales Rep information is carried over seamlessly through Single Sign-On.  
  • Add Line Items to begin configuring your quote.
cpq from bigmachines3
CPQ from BigMachines

Quotes and Orders

  • As you make selections the configurator will build a technically and commercially valid package
cpq from bigmachines4
CPQ from BigMachines

Quotes and Orders

  • You can discount individual line items or apply a discount to the quote as a whole. When you are finished with your quote, you can return all of this information back to the Oracle Sales Cloud Opportunity
cpq from bigmachines5
CPQ from BigMachines

Quotes and Orders

  • Quote Information flows seamlessly back to the Oracle Sales Cloud Opportunity
cpq from bigmachines6
CPQ from BigMachines

BigMachines

CPQ

Federation for Web SSO

BigMachines

Connector

UI Mashup & Link to BigMachines CPQ and Connector (Application Composer)

UI

BigMachines

Webapp

Quote Object, Web Services

BigMachines

WS Client

Web Services to Update Opportunity with Quotes and related Quote Attachments

Web Services

real events from real intelligence
Real Intelligence provides the technology tools and industry expertise to better manage and take full advantage of your property, assets or event.

Event Management App with registration, sessions and badges

Custom Tab (UI Mashup), Custom Objects, Navigation Extensions, Web Services

Real Events from Real Intelligence

Event Management

real events from real intelligence2
Real Events from Real Intelligence

Manage Invitations and Registrations from Contacts

  • Build Invitation List from Oracle Sales Cloud Contacts and/or external sources
  • Manage Registrations and Event Operations in Real Events
  • Followups sync’d to Opportunities
real events from real intelligence3
Real Events from Real Intelligence

Real Events

Application Composer Extensions

for Custom Event, Registration and Badge objects

Event Registration

Create and Update Event, Registration, Badge, Sales Account and Contact in Sales Cloud

Real Intelligence WS Client

Web Services

infoteam from white springs
Infoteam from White Springs

Sales Methodology

Ellen Mason

Sr. Customer Success Manager

White Springs

whitesprings
WhiteSprings

Sales Transformation and Training

  • Sales transformation and training
  • Benefits of Sales Methodologies
    • Reliable sales forecasts
    • Better sales management
    • Better sales KPI’s
    • Strengthens adoption of sales methodology and CRM
  • Integration using Application Composer Extensions and Web Services
infoteam from whitesprings
Infoteam from WhiteSprings

Select Opportunity, then “Opportunity Roadmap”

infoteam from whitesprings1
Infoteam from WhiteSprings

Select Sales Cloud Contacts and Assign Users Tasks from Infoteam Opportunity Roadmap

infoteam from whitesprings2
Infoteam from WhiteSprings

WhiteSprings

Cloud

UI Link to Sales Methodology on Opportunity, Account & Admin (Application Composer)

Infoteam Opportunity & Account Roadmap Web application and data

Federation for Web SSO

Custom fields and child object mapping (Application Composer)

Web Services to read-update Sales Cloud Accounts, Opportunities, Contacts, Tasks and Users

Hosted connector, applications and licensing

Web Services

infoteam from whitesprings3
Infoteam from WhiteSprings

Sales Methodology

DEMONSTRATION

customer success elavon merchant services
Customer Success – Elavon Merchant Services

1. Objectives and Requirements

2. Addressing the Objectives

3. Benefits for Key Stakeholders

4. Why Infoteam / WhiteSprings / Oracle

First, individual development needs were identified based on Elavon’s “ideal success profile”. This shaped the program contents and helped to focus manager/facilitator coaching.

Then, a pragmatic sales methodology was implemented for qualifying and winning new business, developing existing and approaching target accounts.

ROI was maximized by integrating opportunity and account planning methodology into Oracle Sales Cloud and supporting managers throughout the implementation.

Comprehensive view of revenue potential for next 6 quarters with a drill-down to see the progress of each opportunity.

Improve forecast accuracy and win rate by having a common understanding of sales process stages and activities.

Increase share of wallet with global customers through systematic account development and coordination of activities.

Maximize adoption by choosing a sales methodology which really adds value to salespeople.

Sustain change by equipping leaders with skills to model and coach the behaviors, and by embedding the concepts in Oracle Sales Cloud.

Sales: Higher forecast accuracy and win rate; larger pipeline; better qualification and account penetration; methodology and CRM are perceived as enablers; improved professionalism.

Management: Confidence in forecast; improved coaching; learning from wins and losses; sharing of best practices.

Legal: Better information to take the right decisions.

Operations: Ability to forecast peaks and troughs.

Approach focused on identifying and developing individual deficits and supporting managers throughout implementation.

Methodology incorporates customer expectations of a good sales process.

Technology is used to reinforce the desired behaviors and coach the application of your specific sales process.

Participants inspired by an experienced team of facilitators.

summary and call to action
Summary and Call to Action

cloud.oracle.com/marketplace

  • Momentum and Innovation with Partner Ecosystem
  • Customers:
    • Find out what is available today as value-added solutions
  • Partners:
    • Become a Publisher is the simple and fast way to get started and go further