Driving Sales by Leveraging Analytics with Oracle Cloud. Presented by: Elizabeth Kensicki October 2, 2014

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1 Driving Sales by Leveraging Analytics with Oracle Cloud Presented by: Elizabeth Kensicki October 2, 2014

2 BizTech Oracle advisory, resale, implementation, hosting, management, and support. BizTech Clients: Growth-oriented midsize and large organizations. BizTech Value: We make Oracle easy and cost effective as an elastic extension of your organization. BizTech Difference: Integrated services for the entire EBS/Cloud, EPM, BI technology stack and lifecycle. 2

3 CX suite overview Upgrading from legacy systems CRM OD to SalesCloud release 8 Classic and simplified UI Benefits and features in SalesCloud Release 8 General navigation Outlook integration Sales campaigns Agenda Leveraging Oracle Business Intelligence with CRM Best practices for reporting to drive efficient pipeline management, sales metrics, and realistic forecasting 3

4 Siebel CRM OnDemand Fusion CRM (early releases, classic UI) SalesCloud ( release 8, simplified UI) Extensive expansion of CRM suite SaaS solutions CRM Evolution 4

5 The Customer Experience Lifecycle Deliver a single, integrated and highly personalized customer experience Content: transforms how customers are educated and informed online Social: transforms how customers interact with brands across social media Marketing: transforms how customers are discovered and nurtured Commerce: transforms how customers buy products and services via store fronts Sales: transforms how customers buy product and services via sales people Service: transforms how customers are serviced and supported BUY Market & Sell OWN Support & Serve 5

6 Acquisitions-building the CX suite 2013 Salesforce and Oracle partner for cloud services Expansion via acquisitions Taleo February 2012 (talent acquisition) Eloqua December 2012 (marketing automation) Big Machines October 2013 (CPQ- configure, price and quote) Compendium October 2013 (content marketing) Responsys December 2013 (B2C marketing) BlueKai February 2014 (data management platform) 6

7 Cloud Stats and Facts 7

8 Process People Timeframe Roadblocks Best practices Facilitated Internal CRM OD Migration Outlook integration Reduced training time, ease of use 8

9 CRM OnDemand

10 Sales Cloud Release 5.

11 Navigator 11

12 12

13 Sales Cloud Release 8 13

14 SalesCloud Release 8 Classic UI Simplified UI Tab based navigation Multiple tabs and pop ups Home screen dependent Large amount of detail per screen Info got lost within tabs and home pages Searching for key info Look and feel of the iphone More intuitive Direct route to important information Cohesion of information 14

15 Leveraging UPK 15

16 Leveraging UPK across Oracle environments 16

17 Navigating Release 8 17

18 Accounts

19 Accounts linked to Leads

20 Leads Drill down to detail

21 Leads- Drill down to associated tasks 21

22 Outlook integration Within Outlook: -contacts -leads -opportunities -SHARE with SalesCloud interactions 22

23 Recognizes Accounts, Contacts, leads, opps from SalesCloud 23

24 Lead form in Outlook 24

25 Sales Campaign Empower sales rep with their own marketing campaigns Make the most of your marketing collateral Select content, tailor and personalize Automation! No Excel, mail merge or BCC 25

26 Personalized SalesCampaigns 26

27 Templates of existing collateral 27

28 Select Contacts 28

29 Tailor to your prospect 29

30 Revenue Department 30

31 UPK training guides 31

32 Mobile Friendly 32

33 Mobile Friendly 33

34 Personalized dashboards Integrating with Oracle BI Sharing insights across management, delivery and the sales organization Sales opportunity flash Real time updates for sales team How many activities Distribution across campaigns Measures of success Sharing of information Activity report push to , Excel or PDF 34

35 Analytics: sales prospecting 35

36 Dashboard Sales pipeline & activity reporting Number of activities by person Number of activities across campaigns Outbound and inbound communication analysis Export lead pipeline to Excel or PDF 36

37 Customized Revenue Reporting Custom reports Win/ loss analysis Exception reports Weekly, daily s with specific content Pipeline Days in sales stage Pipeline velocity Revenue by practice/product Expected revenue By product By stage 37

38 Analytics Examples 38

39 Understanding your teams needs Bring together Sales and Marketing Implement with the end in sight How do you want to define and measure organizations success? Work to the plan Your questions.. Next Steps 39

40 Contact Information Elizabeth Kensicki x246 40

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