This document provides an overview of Oracle Sales Cloud and its capabilities for enabling modern sales. It highlights common pain points customers face around sales tools not addressing current challenges, declining pipeline and sales productivity. It then outlines Oracle Sales Cloud's solutions such as empowering mobile and productive reps, providing insight-driven 360-degree customer views, and enabling collaborative selling. The document also includes customer examples and competitive differentiators compared to Salesforce.
1. Oracle Sales Cloud – Battle Card
Enabling Modern Sales in the Cloud
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…
• Decline in pipeline
• Customers doing online research before
engaging your sales team
Challenge
• Engage early with tools that allow sales reps to
have rich, digital communications such as creating
their own personal e-mail marketing campaigns
Oracle Value
• TuffShed: Grew pipeline and increased
revenue through better segmented marketing
campaigns and integrated sales & marketing
Customer Success
• 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 mobile access
to sales
• Create, manage and configure quotes and
forecasts from a mobile device
• GE: 30% reduction in quote cycle time with
Oracle Sales Cloud
• Close deals faster with by enabling seamless
collaboration across your account teams
• Cubis: Increased ability to have all their sales
team talking to each other and be centered
around the customer
• Difficulty in communicating across sales
teams, which delays sales cycle
• Deals getting more complex
Competitive Statements
• No one gets fired for buying SFDC
Objections Oracle Counter Share this Asset
• But do they get promoted. Can they point to
revenue increases from it?
• 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?
• 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?
• 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
• Altradius: Rep productivity increased 10% in 9
months.
• VIDEO: http://bit.ly/OSCAltradius
• Batesville: Rep adoption is key.
• VIDEO: http://bit.ly/OSCBatesville
• Demo of Sales Cloud advanced capabilities:.
• VIDEO: http://bit.ly/OSC360View
• Listen to all these customers talking about
their success with Oracle Sales Cloud:.
• VIDEO: http://bit.ly/OSCSuccess
Enabling Oracle Cloud Solutions:
Oracle Sales Cloud, Oracle Social Cloud, Oracle CPQ Cloud
• 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”)
2. 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
All Industries
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
Modern Sales in the Cloud
Insurance & Finance Professional Services
Consumer
Industrial Mfg
Life Science/Healthcare
• 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
Challenges in Modern Selling
High Tech
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
WATCH Brand
on Byrne from
CURSE talk
about why
they switched
from SFDC:
http://bit.ly/OSCvsSFDC