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1 How Hitachi Consulting Standardized Globally on Oracle Sales Cloud Chris Buri Vice President & CIO (Hitachi Consulting) Dave Sheridan Vice President, Global Oracle CX Practice Leader (Hitachi Consulting)

2 Hitachi Consulting Speaker Introductions Chris Buri is Vice President and CIO of Hitachi Consulting and joined the company in May He leads a global team that manages IT infrastructure, core applications and end user support. Prior to joining the company he was the CIO at New Life Treatment Centers where he was responsible for providing IT solutions to behavioral healthcare professionals based throughout the US. Chris began his career with KPMG in the Los Angeles office, became a Certified Public Accountant and then transitioned to IT over the next several years as personal computers and networking became ubiquitous in the workplace. Dave Sheridan is Vice President with Hitachi Consulting and Oracle Customer Experience (CX) Practice Leader. Provides over 19 years of Customer Experience knowledge in Sales, Service, and Marketing effectiveness best practices. Leads global team of CX practitioners who serve clients across multiple industries and Oracle CX applications. Managed over 100 large-scale CRM/CX deployments across North America, Europe, Asia, Australia, and the Middle East. 2

3 Hitachi Consulting Background Growth Challenges 3

4 Hitachi, Ltd. A Global Industry Leader Ranks 78 th on the 2014 FORTUNE Global 500 $93.4 Billion 947 Companies 320,000+ Employees $3.4 Billion Society Changes, Hitachi Transforms It. 4

5 Hitachi Consulting Global Management Consulting & IT Services Business Coverage In 2000, Hitachi Consulting employed 450 professional in the US only Today, over 5000 professionals in over 21 countries Revenue catapulted from $80M to $675M over this period Need for technology assessment, modernization and globalization 5

6 Hitachi Consulting Acquisitions & Growth Past 14 Years

7 Internal Oracle Sales Cloud Case Study Hitachi Consulting Business Challenges Growth Productivity Visibility Multiple CRM systems (MSFT Dynamics CRM, Salesforce.com, Sugar CRM, Smartsheet) CRM data not available offline or able to be viewed via mobile devices Marketing campaigns and subsequent lead management process completely manual and not integrated to CRM systems Outgrown previous CRM applications functionality, as sales teams both matured and expanded to nurture global pursuits Lack global view into key performance metrics including trend analysis preventing accurate predictability and planning Lack of one, global, opportunity pipeline for true gauge of business trending Previous CRM systems did not provide a multi-relationship data model to show interrelated connections Lack of robust built in analytics, reports and transactional BI in previous CRM applications Needed to reduce manual tasks through automation and simplification and global process standardization 7

8 Oracle Sales Cloud vs Salesforce.com Hitachi Consulting Specific Drivers Driver Area Product Vision Completeness Hidden Charges Cost Oracle Stack Overall Marketing Cloud Integration Comments Frequent 3 rd party App Exchange solutions to fulfill product vision and business requirements Incentive Compensation - Salesforce required 3 rd party solution causing an additional contract to negotiate, additional cost, and additional testing with each upgrade Salesforce has limits built into licensing agreement which make it difficult to understand storage costs Preferred predictability and lack of limits with the Oracle product which provided better way to forecast product cost over time as we built the business case to support it Oracle willing to negotiate on overall pricing Unsure if Salesforce.com usage would cause us to exceed built-in limits thereby triggering additional costs Given our current status as an EBS/BI/Projects customer, Oracle will continue to integrate their various products and leverage features across product lines (Global Single Instance) Our Diamond partnership will enable us to tell a very good story to our customers and received senior Oracle executive support Tight Oracle Marketing Cloud integration for lead generation and marketing campaigns Oracle delivered on a very quick implementation of the product which we are now using to drive all of our global marketing efforts 8

9 Oracle Sales Cloud Project Sales Automation Value Drivers 9

10 Oracle Sales Cloud Our Perspective Intuitive Intelligent Impactful Intuitive Intelligent Impactful Easy access to CRM data anytime, anywhere, on any device, connected and disconnected Integrated global performance dashboard for pipeline, activity tracking and trend analysis Complete and productive mobile application Automatic capture of interactions on mobile Create visibility to back office data and remove human link Embedded sales coach and best practice sales process across regions Complete customer profile available within a single integrated user interface; Modern user interface requiring minimal training Guided selling and recommendations engine Embedded customer metrics, historical trending and activity tracking 10

11 Oracle Sales Cloud Our Perspective Sales Automation Value Drivers Performance Progress Towards Individual, Team and Corporate Targets Automation Enablement of Guided, Streamlined Business Processes Intelligence Predictive, Contextualized Analytics and Leading Indicators Versatility Access Anytime, Anywhere, on Any Device Online or Disconnected Collaboration Cross-Team Knowledge Integrated With Other Business Processes Integration Open APIs For Exchange of Data with 3 rd Party and Back End Applications 11

12 Oracle Sales Cloud Our Perspective Foundation for Operational Excellence Accounts Opportunities Outlook/ Sales Prediction Engine Mobile BI Dashboards CRM in Outlook Leads Mgmt Activities Mobility Territory Management Quota Management Configure, Price Quote Social Collaboration Sales Catalog Transactional Reporting Incentive Compensation EBS Integration Enterprise Dashboards Analytics Contacts Campaign Management Master Data Management Client Whitespacing Social Listening, Marketing Oracle Sales Cloud, CRMOD, Salesforce.com ONLY Oracle Sales Cloud 12

13 Internal Oracle Sales Cloud Case Study Key Sales Cloud Capabilities Deployed Opportunity/Pipeline Management Account/Contact Management Territory Management Forecast Management Quota Management Sales Catalog Simplified UI Mobility Sales Cloud Analytics Oracle Social Network for Sales Cloud Oracle Marketing Cloud Integration 13

14 Internal Oracle Sales Marketing Cloud Case Study Deployment Approach SALES CLOUD PILOT Oracle Practice GTM 25 Global Users 50 GLOBAL DEPLOYMENT Oracle Sales Cloud All Global Practices

15 Internal Oracle Sales Cloud Marketing Cloud Highlights Current & Expected Benefits 97% Forecast Accuracy Enhanced Collaboration Across Multi-National Accounts Single Integrated CRM System Mobile Access via Smartphones & Tablets Real Time Dashboards & Analytics Cutting Edge User Interface Best Practice Sales Process Across Regions 13 Month Rolling Forecast Marketing Cloud Integration Excellence 15

16 Oracle Sales Cloud Implementations Implementation Winning Strategies Infuse best practice Customer Experience concepts and strategies Ensure end-to-end business processes have been standardized and approved globally Think before design Leverage Master Data Management strategies to ensure data cleanliness and accuracy Establish crawl, walk, run CRM roadmap Resist temptation to include all functionality in Phase 1 16

17 Our Future Leveraging the Power of the Oracle Cloud 17

18 Our Systems The Before Lack of integration High system administration costs Multiple, siloed CRM systems No global view of sales pipeline Manual processes to track global opportunities Limited executive-level reporting 18

19 Hitachi Consulting Oracle Application Platform Standardizing on Oracle Cloud Numerous Hitachi companies standardized on Oracle platforms Leveraging Global Single Instance Foundational Cloud Platform Hitachi Consulting - only Oracle Diamond Partner with standardized operations on Oracle EBS R12, OBIEE, Hyperion, Oracle HCM Cloud, Oracle Sales Cloud, Oracle Marketing Cloud, Taleo and Fusion Incentive Compensation Provides Hitachi Consulting firsthand insights into the workings and advantages of Oracle solutions, in turn benefiting our clients and fueling enablement, solutions, and expertise 19

20 The Future Potential Next Steps in our Oracle Cloud Journey Procurement Cloud Financials Cloud Hyperion Cloud Leveraging the Global Single Instance.. 20

21 Key Contact Information Oracle CX Practice Leadership Chris Buri Vice President Chief Information Officer Dallas Pkwy, Suite 800, Dallas, TX Phone: Stay up to date on the latest Hitachi Consulting Oracle trends @HIT_Consulting Dave Sheridan Vice President Oracle CX Global Practice Leader th Street Suite 3300S, Denver, CO Phone: Join the Conversation: #OOWHitachi #00W

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