Performance commerciale et optimisation où que vous soyez grâce à Oracle Sales Cloud

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1 Performance commerciale et optimisation où que vous soyez grâce à Oracle Sales Cloud 1

2 Safe Harbor Statement 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. 2

3 3

4 Fabrice Del Aguila Directeur des Systèmes d Information Martial Fenioux Responsable Offre Expérience Client Laurent Pacalin Group Vice President, Sales Cloud Pierre-Alexandre Sammarcelli Consultant Avant-Vente 4

5 Fabrice Del Aguila Directeur des Systèmes d Information Martial Fenioux Responsable Offre Expérience Client Laurent Pacalin Group Vice President, Sales Cloud Pierre-Alexandre Sammarcelli Consultant Avant-Vente 5

6 B2B, B2B2C sales Technology revolution leverages the complexity of the customer journey. In parallel, brands become actual media. For B2B or B2B2C, the customer experience is richer, sharper and more innovative. In 2015, 50% of companies sales will be achieved on digital channels, internet web sites, social medias or mobile applications CloudWorld Paris 28/01/14 Copyright Capgemini All Rights Reserved 6

7 Being more agile Enhance productivity Ban silos and distances that reduces collaboration, or dynamic interaction between entities, raises effort to gather information, Generate more Revenue Retain and engage customers, Enrich sales process with decision making indicators, enhance collaboration with experts, optimize offering, have a richer customer insight CloudWorld Paris 28/01/14 Copyright Capgemini All Rights Reserved 7

8 Digital Building blocks / SMAC foundations Transforming user behavior while creating new business opportunities Customer Experience e Operational Process Business Model Delivering personalised and differentiated customer experience vie multiple channels Improving organisational effectiveness, agility and robustness Disintermediation, new ecosystems, new sourcing models Social Enhancing customer, employee and supplier collaboration and interactions Technology Drivers Mobile Big Data / Analytics Transacting and interacting with everybody, anywhere, on any device Handling Big Data / Supporting real time analytics and transactions Cloud Combining & off-premise IT resources, moving to on-demand consumption CloudWorld Paris 28/01/14 Copyright Capgemini All Rights Reserved 8

9 MDM / Analytics / Collaborative The Sales Customer experience as a Framework Internet Phone/CTI SMS Forum Portal POS Chat Mobile Apps VisioChat Social Networks Cross-channel management 360 View 360 (including social view) Contact management Self care Portal Lead & Opportunity mgt Configuration pricing quotation Real time decisionning Collaborative selling Order mgt Product catalog Partner Relationship mgt Mobile SFA Customer Profitability Pricing management Speech analytics Digital sales asset management Sales analytics Service portal Service catalog Service follow-up Partner Portal Communities e-commerce Ecommerce portal Back-office / DMS integration (invoicing, accounting, logistic, ) & SOA architecture CloudWorld Paris 28/01/14 Copyright Capgemini All Rights Reserved 9

10 Connected objects: predicitive sale analytics? Connected car features Internet brings new features and new customer experience into the car E.g. Infotainment, emergency services, vehicle & contract management, car2car communication Big data / customer insights Connected cars open a new dimension on gathering and analysing customer and vehicle data E.g. driving behavior, locations, vehicle diagnostics, vehicle usage /2012/01/31/thequantified-carprogressive-snapshot/ ve-wise.aspx New players & partners Other industries have started to find their position on the Connected Car value chain E.g. automotive suppliers, insurers, content providers, mobile network operators New business models Enriched customer insights enable new business models beyond selling cars E.g. location based services, cooperation with advertisers CloudWorld Paris 28/01/14 Copyright Capgemini All Rights Reserved 10

11 Fabrice Del Aguila Directeur des Systèmes d Information Martial Fenioux Responsable Offre Expérience Client Laurent Pacalin Group Vice President, Sales Cloud Pierre-Alexandre Sammarcelli Consultant Avant-Vente

12 Excellence in Client Care 1. Connaitre et Respecter nos Clients 2. Donner une image d excellence TEAM SPIRIT PRODUCTIVITY SITE PERFORMANCE 3. Construire une relation durable avec nos clients 4. Avoir une relation claire 5. Apporter des solutions 6. Respecter ses engagements 7. Conserver une attitude positive et contrôlée en toute circonstance 80 Pays 3 métiers 300 Business Units - Marques internationales et nationales

13 Fabrice Del Aguila Directeur des Systèmes d Information Martial Fenioux Responsable Offre Expérience Client Laurent Pacalin Group Vice President, Sales Cloud Pierre-Alexandre Sammarcelli Consultant Avant-Vente 14

14 CRM Sales Implementations Have Fallen Short Less than 5% of organizations invested in CRM are currently optimizing their investment. 46% CSOs surveyed say that their CRM adoption rate continues to be low. Sales Benchmark Index = Three Steps to Optimize Your CRM Investment Gartner: Predicts 2014: CRM Sales 15

15 Continued Challenges 37% time spent actually engaging customers 47% forecast accuracy 82% challenged by volume of information 15 sources are researched to prepare for a call CSO Insights 2013: Optimizing Sales Engagements Gartner : Predicts 2014: CRM Sales Destination CRM 16

16 There is a Another Way Mobile, Social Data Growth Make reps more productive anywhere on any device Ensure reps are in the right place selling the right products Provide customer insight across internal and digital information Selling Experience 17

17 Significant Potential Benefits for Businesses 26 % Sales Productivity w/ Mobile & Social 70 % 32 % Revenue Increase Increase in deal size with sales coaching with Marketing & Sales Alignment 18

18 Oracle CX Sales, Service, Marketing and Commerce across all Channels Mobile Social Media In Store Self Service & Support Service Execution Direct Sales Web Oracle Marketing Oracle Commerce Oracle Sales Oracle Service Channel Sales 19

19 Oracle Sales Cloud Overview Mobile and Social Territory Management Quota and Compensation Management Sales Prediction Forecasting and Analytics Customer Master Leads and Opportunities Partner Relationship Management 20

20 Oracle Sales Cloud Customer Momentum Total Customers 300+ Live 100+ # of Industries 18 # of Data Center Locations 7 # of Countries 69 # of Transactions Per Week 10 Million+ 21

21 Oracle Sales Cloud Customers Customers by Industry Customers by Geography COMM + MEDIA + TRAVEL+TRANS ENTERTAIN 2% 4% LS + HEALTHCARE 3% AUTOMOTIVE 2% EDUCATION 1% Other 2% Latin America 8% Japan 1% CPG + RETAIL 5% ENG + CONSTRUC 5% FINANCIAL SERVICES 10% ProfServ 38% APAC 19% North America 44% HTIM 28% EMEA 28% 22

22 Sako Oy Midsize manufacturer of some of the world s finest hunting and sporting rifles. Based in Finland since 1921, Sako Oy s firearms are known for legendary accuracy and top quality. Challenge Solution Result Sako Oy did not have a CRM system in place. The company was spending a great deal of time on administration of its accounts. It needed a userfriendly solution to support its sales team with pipeline generation, forecasting, 360 view, better reporting, and mobility. Oracle CX Cloud: Oracle Sales Cloud Oracle Marketing Cloud Improved account management through structured forecasting Gained a 360 view of customers Supported its field sales force with mobile information Saved time in building pipeline analytics 23

23 Elavon Global provider of secure and reliable payment processing solutions to more than 1.2 million merchants and financial institutions worldwide. The company is the #1 airline processor, #2 hospitality processor and has more than 1,500 bank clients. Challenge Solution Result Elavon wanted to beef up its sales automation technology. The sales force lacked visibility into accounts and needed better tools and processes to renew and attract financial services institution clients. Oracle CX Cloud: Oracle Sales Cloud Improved end user adoption and productivity Centralized core business functions with CRM, including lead management and related reporting Improved quantity and quality of customer data captured 24

24 Applico Mobile strategy developer with industry and technical expertise to meet an organization s mobile innovation needs, spanning everything from creating and building apps to providing managed services and strategy guidance. Challenge Solution Result Applico s business model was expanding to include managed and consultative services. It needed a more robust sales platform to support and enable its growing sales team and a marketing platform to handle its campaign needs. Oracle CX Cloud: Oracle Sales Cloud Oracle Marketing Cloud Improved territory planning and management Delivered multi-stage and more targeted campaigns Enabled sales team mobility Increased effectiveness of sales force 25

25 Vision Drives Investments Usability: No-Training UE, Simplicity, Faster ramp for users Core Functionality: SFA, Customer Data Management Social: Integrated, Collaborative, Pervasive, Document sharing Mobile Access: Anytime/Anywhere, Disconnected access Analytics: Consolidated, Contextual, Real-Time, Multi-Device SaaS plus PaaS Configure, Extend and Integrate CX Portfolio : Best of Breed and Integrated Solutions 26

26 Oracle Sales Cloud Drives Smarter Sales Reps Sell More Managers Know More Companies Grow More $ $ $ $ $ 27

27 Reps Sell More $ $ $ $ $ 28

28 Sell More Anytime, Anywhere, Any Device Productivite des vendeurs 29

29 Oracle Voice Productivite des vendeurs Quick transactions driven by voice interaction Conversational approach to data capture Augment existing mobile solutions 30

30 Core SFA Functionalities Productivite des vendeurs Sales Campaign Forecasting Account Hierarchy Contact & Householding Asset Management Cross-Sell Recommendation Embedded Analytics UI Layout Extensibility 31

31 Collaborate to Close Deals Faster Convivialité Wall and Sales-Focused Conversations Document Sharing and Collaboration within Sales Cloud Work across the company, and available on ipad and Mobile 32

32 Customer Data Management Qualité des informations clients Enterprise Data Model Geo-coding & Address Validation Account & Contact Matching Account & Contact Enrichment Rules-based De-Duplication Integrated with Marketing Cloud, Service Cloud, and ERP 33

33 Managers Know More 34

34 Predictable Forecasting Visibilité accrue Configurable Sales Dashboards Interactive Out of the box Reports Embedded Reports in Simplified UI Historical Opportunity Trending Historical Forecast Analytics Mobile Analytics 35

35 Ensure Consistent Performance Croissance du chiffre d affaires 36

36 Oracle Mobilytics Visibilité accrue Forecasts with insights into win/loss Top Customers by status and rep assignment Top sales performers with win rate and deal details Territory & opportunity analysis with pipeline distribution 37

37 Companies Grow More 38

38 Get More Help from Marketing Croissance du chiffre d affaires 39

39 Leverage Oracle Cloud Marketplace 40

40 Oracle Sales Cloud Takeaways Productivité Visibilité - Croissance Reps Sell More with no training UI, Mobile, and Social Selling Managers Know More with Embedded Analytics, and KPI-focused Dashboard So your company can Grow More With Sales Performance Management, and Platform as a Service 41

41 Oracle CX Cloud: stations de démonstration Les stations de démonstration Oracle CX Cloud sont ici 42

42 Restez connecté avec Oracle CX Cloud Like Follow Read Watch Learn facebook.com/oraclecustomerexperience twitter.com/oraclecx blogs.oracle.com/cx youtube.com/oraclesalescloud oracle.com/cx 43

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