Oracle CPQ Cloud Modern Quote to Cash for Communications

Oracle CPQ Cloud Modern Quote to Cash for Communications

In today s economy, Communication Service Providers (CSPs) are not only facing traditional competitors but also digital disruptors, who introduce new business models and erode revenues from the established CSPs. A range of devices, fortified with communication capabilities are creating new forms of engagement with customers. Per a McKinsey survey, 92% of Over-The-Top (OTT) business models will be in mainstream by 2018 ( The digital pressures weighing on telecoms, McKinsey Quarterly, April 2016). To adjust their business for the new Digital Economy, CSPs must acquire and retain customers with an engaging digital experience, must generate new revenue with innovative digital services, and must reduce their cost-to-serve with agile processes. Key Business Benefits Shorter sales cycle and faster response time Improved sales productivity Increased sales profitability Accurate and effective order capture Pre-integrated Configure-to-Cash-to-Care process Better Control over channel partners in subscription business model Short deployment cycle Commercial efficiency from Oracle Configure, Price, and Quote (CPQ) Cloud, coupled with operational efficiency from the Rapid Offer Design and Order Delivery (RODOD) solution, delivers the necessary advantage CSPs need to compete in the current Telecommunications market landscape. Oracle CPQ Cloud is a flexible, scalable, enterprise-ready platform that enables CSPs to accurately capture orders for complex services and generate quotes within minutes. Proven for large and mid-size companies, Oracle CPQ Cloud improves sales productivity and delivers accuracy, and consistency throughout sales organizations and across sales channels. 2

Key Features Unified support to Direct Sales, Channel Sales, E-Commerce, and POS (Point of Sales) Guided selling for up-sell, & cross-sell Integrated reporting and analytics Proven scalability and performance Pricing calculation editor Pricing Approval Management Proposal and Contract Management RODOD integration The Oracle Communications RODOD solution simplifies order fulfilment and order management to reduce order cycle time. For CSPs, RODOD enables Central Order Management (COM) teams to streamline Offer Design and Order Delivery activities. The RODOD solution seamlessly integrates with Oracle CPQ Cloud to deliver full customer journey experience across Configure-to-Cash-to-Care. 3

Business Challenges in the Communications Industry Besides traditional players, digitization is profoundly disrupting the CSPs market landscape. New entrants leverage new technologies and business models to gain market share and erode revenues from the established CSPs. The disruptors offer digital services similar or more innovative to those offered by the CSPs, at lower rate. CSPs have to modernize their business, to survive in the new digital eco-system. The biggest challenge for CSPs is to sell and fulfill complex orders. Although such deals are typically highly margin sales, they often have low closing rates due to: Long sales cycle and order cycle time Inaccurate quotes / proposals Inflexible pricing and discounting Limited insights into customer needs / behavior to drive tailored engagement Missed up-sell and cross-sell opportunities Slow time to market Lack of cross-channel sales support and poor usability Integration issues with the other systems within the Configure-to-Cash processes The Oracle CPQ Cloud Platform Oracle CPQ Cloud enables CSPs to reduce the sales cycle time by accurately capturing orders for complex services and generating faster error-free quotes. Oracle CPQ Cloud streamlines the entire quote-to-cash processes, including product selection, configuration, pricing, quoting, ordering, and approval workflows. Select & configure Price & quote Present & Propose RODOD Report & analyze Order & fulfill Figure 1: Oracle CPQ Cloud and Oracle Communications RODOD 4

Oracle CPQ Cloud core capabilities include: Unified support to Direct Sales, Channel Sales, E-Commerce, and POS Multi-channel Support for Resellers & E-Commerce Guided selling leads sales reps to appropriate products and services bundles to meet customer needs Up-sell & cross-sell recommendations Reporting and analytics for sales management, insight into sales productivity and business planning Proven scalability and performance references with 1000+ users Figure 2: Oracle CPQ Cloud Reporting & Analytics Intuitive User Experience: Self-Service for channels and direct sales teams Pricing calculation editor Graphical Workflow setup for Pricing Approval Management Drag & drop setup for Proposal and Contract templates Figure 3: Oracle CPQ Cloud Intuitive UI Product and Pricing Management: Modelling of complex products and pricing Revenue Recognition, VSOE calculations 5

Integrated Configure-to-Cash-to-Care The Oracle Communications RODOD solution is out-of-the-box integration to implement Configure-to-Cash-to-Care processes. RODOD enables CSPs to rapidly launch new commercial offers, flawlessly capture and fulfill orders, accurately charge customers and support them with superior customer care. In addition to the existing on-premise RODOD solution, release 12 of RODOD introduces direct integration with Oracle CPQ Cloud and expands customer s deployment options to cloud-based solutions. On Premise CRM Marketing Sales CPQ Commerce Service Social Marketplace Customer MDM Marketing Sales CPQ Customer Orders Service Loyalty CX Cloud Product & Pricing Design Unified Fulfillment Design Central Order Management Service Order Management Network Resource Management Activation & Network Control Convergent Charging & Revenue Management Policy Management Network Service Orchestration SCM Project Management Applications Operations Management Analytics Figure 4: Oracle Communications Rapid Offer Design and Order Delivery (RODOD) Solution As part of this release, the RODOD solution added product specific integrations between Oracle Communications Billing and Revenue Management (BRM) and Oracle CPQ Cloud for design-time synchronization of Billable Products and Pricing. The solution also added run-time integrations between Oracle CPQ Cloud and Oracle Communications Order and Service Management (OSM) for order submission to fulfillment, order status update from fulfillment, and order line completion. By leveraging version 12 of the RODOD Reference Solution, additional Communications-specific capabilities (e.g. real-time order lifecycle visibility into business processes) can be embedded into Oracle CPQ Cloud. Figure 5: Oracle CPQ Cloud Communications Focus Oracle CPQ Cloud supports several other out-of-the-box integrations besides those introduced with release 12 of RODOD: CRM Integrations: Oracle Sales Cloud and Salesforce.com ERP Integration: Oracle E-business Suite and ERP Cloud E-Commerce Integration: Oracle Commerce Service Integration: Oracle Communications OSM and BRM 6

Proven Results CSPs effectively leverage Oracle CPQ Cloud capabilities to: Enable self-service for direct sales teams, channel partners / distributors, and customers in one application Sell across national and business unit boundaries to meet customer requirements Provide earlier quote and order visibility to improve forecasts Analyze profitability of complex multi-year deals in realtime, and speed collaboration with Finance and Executive teams Support complex Configure-to-Cash-to-Care processes spanning across applications with the integrations within the RODOD solution and beyond Drive direct, channel, E-Commerce, or point of sale solutions with a single rules engine Customers around the world and across industries have experienced significant results with Oracle CPQ Cloud, including: 10x increase in quotes per month 3 to 7 day process reduced to less than 30 minutes 117 percent revenue growth 20 percent increase in productivity of inside sales group Faster, 100 percent accurate quotes Weeks into days (decreased quote-to-cash time) Days into seconds (time to produce large proposals) 0 percent error rate (down from 70 percent) 400 percent increase in sales (with only 50 percent increase in support) 93 percent reduction in order processing time 7

Proven Operations The award-winning Oracle CPQ Cloud platform spanning technology, operations, and support delivers what you would expect from proven technology partners. Before, during, and after deployment Oracle s commitment centers on customer success. The following support offerings are designed to keep your business running and have been leveraged by hundreds of successful customers: Follow-the-sun, enterprise-ready support 365 days a year A world-class network of global, strategic implementation partners Assigned enterprise support and success advisors Exceptional training and educational resources Global, regional, and online events focused on driving customer success 24/7 8

Proven Technology Oracle continues to invest in R&D of Oracle CPQ Cloud, uniquely focusing on providing long-term material value to its customers. As a modular platform solution, Oracle CPQ Cloud enables you to quickly configure products and services, offer guided selling to deepen product penetration, generate 100 percent accurate quotes and proposals, control complex pricing, route approvals and workflows automatically, generate legal contracts, streamline renewals, manage orders, and improve analytics and insights. The Leading Solution for Configuration, Pricing, and Quoting Oracle CPQ Cloud delivers mission-critical, cloud-powered software to accelerate sales performance times with standard and mobile deployments. Just ask our customers. With a proven track record of quickly delivering long-term value to both enterprises and midsize companies, Oracle CPQ Cloud boasts a 95 percent customer retention rate and unmatched customer satisfaction. 9

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