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

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Copyright © 2013, Oracle and/or its affiliates. All rights reserved. 1

Performance commerciale et

optimisation où que vous

soyez grâce à Oracle Sales

Cloud

(2)

Copyright © 2013, Oracle and/or its affiliates. All rights reserved. 2

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.

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Copyright © 2013, Oracle and/or its affiliates. All rights reserved. 3

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Copyright © 2013, Oracle and/or its affiliates. All rights reserved. 4

Fabrice Del Aguila

Directeur des Systèmes d’Information

Laurent Pacalin

Group Vice President, Sales Cloud

Pierre-Alexandre Sammarcelli

Consultant Avant-Vente

Martial Fenioux

(5)

Copyright © 2013, Oracle and/or its affiliates. All rights reserved. 5

Fabrice Del Aguila

Directeur des Systèmes d’Information

Laurent Pacalin

Group Vice President, Sales Cloud

Pierre-Alexandre Sammarcelli

Consultant Avant-Vente

Martial Fenioux

(6)

6 Copyright © Capgemini 2014. All Rights Reserved

CloudWorld Paris| 28/01/14

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

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7 Copyright © Capgemini 2014. All Rights Reserved

CloudWorld Paris| 28/01/14

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

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8 Copyright © Capgemini 2014. All Rights Reserved

CloudWorld Paris| 28/01/14

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

Technology

Drivers

Cloud

Combining & off-premise IT resources, moving to on-demand consumption

Mobile

Transacting and interacting with everybody, anywhere, on any device

Social

Enhancing customer, employee and supplier collaboration and interactions

Big Data /

Analytics

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9 Copyright © Capgemini 2014. All Rights Reserved

CloudWorld Paris| 28/01/14

The Sales Customer eXperience as a Framework

Internet

MDM

/

A

na

ly

tic

s

/

Coll

a

bora

tiv

e

Back-office / DMS integration (invoicing, accounting, logistic, …) & SOA architecture

Lead & Opportunity mgt

Configuration pricing quotation

Real time decisionning

Collaborative selling

Order mgt

Product catalog

Partner Relationship mgt

Portal

360° View 360

(including social view)

Contact management

Service portal

Service catalog

Service follow-up

Phone/CTI E-mail

E-mail SMS SMS Forum Forum Portal Chat Chat VisioChat VisioChat Social Networks

Cross-channel management

POS Mobile Apps

Self care

e-Commerce

Ecommerce portal

Partner Portal

Communities

Mobile SFA

Customer Profitability

Pricing management

Speech analytics

Digital sales asset management

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10 Copyright © Capgemini 2014. All Rights Reserved

CloudWorld Paris| 28/01/14

Connected objects: predicitive sale analytics?

Internet brings new features and

new customer experience into

the car

E.g. Infotainment, emergency

services, vehicle & contract

management, car2car

communication

Connected car features

Enriched customer insights

enable new business models

beyond “selling cars”

E.g. location based services,

cooperation with advertisers

New business models

Connected cars open a new

dimension on gathering and

analysing customer and vehicle

data

E.g. driving behavior, locations,

vehicle diagnostics, vehicle

usage

Big data / customer insights

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 players & partners

http://tech.co/connected-

car-home-two-biggest-trends-ces-2014-2014-01

http://www.jeffkramer.com

/2012/01/31/the-

quantified-car-progressive-snapshot/

http://www.allstate.com/dri

ve-wise.aspx

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Fabrice Del Aguila

Directeur des Systèmes d’Information

Laurent Pacalin

Group Vice President, Sales Cloud

Pierre-Alexandre Sammarcelli

Consultant Avant-Vente

Martial Fenioux

(12)

Excellence in Client Care

PRODUCTIVITY

SITE

PERFORMANCE

TEAM

SPIRIT

1. Connaitre et Respecter nos Clients

2.

Donner une image d’excellence

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

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Copyright © 2013, Oracle and/or its affiliates. All rights reserved. 14

Fabrice Del Aguila

Directeur des Systèmes d’Information

Martial Fenioux

Responsable Offre Expérience Client

Laurent Pacalin

Group Vice President, Sales Cloud

Pierre-Alexandre Sammarcelli

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Copyright © 2013, Oracle and/or its affiliates. All rights reserved. 15

“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

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Copyright © 2013, Oracle and/or its affiliates. All rights reserved. 16 Copyright © 2013, Oracle and/or its affiliates. All rights reserved. 16

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

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Copyright © 2013, Oracle and/or its affiliates. All rights reserved. 17

There is a Another Way

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

Mobile, Social

Data Growth

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Copyright © 2013, Oracle and/or its affiliates. All rights reserved. 18

26

%

Sales

Productivity

w/ Mobile &

Social

70

%

Revenue Increase

with Marketing &

Sales Alignment

Increase in deal

size with sales

coaching

32

%

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Copyright © 2013, Oracle and/or its affiliates. All rights reserved. 19

Oracle CX

Sales, Service, Marketing and Commerce across all Channels

Mobile

Social

Media

In Store

Self Service &

Support

Service

Execution

Direct Sales

Channel Sales

Web

Oracle

Marketing

Oracle

Commerce

Oracle

Sales

Oracle

Service

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Copyright © 2013, Oracle and/or its affiliates. All rights reserved. 20

Leads and Opportunities

Mobile and Social

Customer Master

Partner Relationship

Management

Forecasting and Analytics

Sales Prediction

Quota and Compensation

Management

Territory Management

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Copyright © 2013, Oracle and/or its affiliates. All rights reserved. 21

Oracle Sales Cloud Customer Momentum

Total Customers

300+

Live

100+

# of Industries

18

# of Data Center Locations

7

# of Countries

69

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Copyright © 2013, Oracle and/or its affiliates. All rights reserved. 22

Oracle Sales Cloud Customers

Customers by Industry

Customers by Geography

North America

44%

EMEA

28%

APAC

19%

Latin America

8%

Japan

1%

ProfServ

38%

HTIM

28%

FINANCIAL

SERVICES

10%

ENG + CONSTRUC

5%

CPG + RETAIL

5%

COMM + MEDIA +

ENTERTAIN

4%

LS + HEALTHCARE

3%

TRAVEL+TRANS

2%

AUTOMOTIVE

2%

EDUCATION

1%

Other

2%

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Copyright © 2013, Oracle and/or its affiliates. All rights reserved. 23

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

user-friendly 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

Challenge

Solution

Result

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.

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Copyright © 2013, Oracle and/or its affiliates. All rights reserved. 24

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

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

Challenge

Solution

Result

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.

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Copyright © 2013, Oracle and/or its affiliates. All rights reserved. 25

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

Challenge

Solution

Result

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.

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Copyright © 2013, Oracle and/or its affiliates. All rights reserved. 26

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

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Copyright © 2013, Oracle and/or its affiliates. All rights reserved. 27

$

$

$

$

$

Reps Sell More

Copyright © 2013, Oracle and/or its affiliates. All rights reserved. 27

Managers Know More

Companies Grow More

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Reps

Sell More

$

$

$

$

$

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Copyright © 2013, Oracle and/or its affiliates. All rights reserved. 29

Sell More Anytime, Anywhere, Any Device

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Copyright © 2013, Oracle and/or its affiliates. All rights reserved. 30

Quick transactions driven by

voice interaction

Conversational approach to

data capture

Augment existing mobile

solutions

Oracle Voice

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Copyright © 2013, Oracle and/or its affiliates. All rights reserved. 31

Sales Campaign

Forecasting

Account Hierarchy

Contact & Householding

Asset Management

Cross-Sell Recommendation

Embedded Analytics

UI Layout Extensibility

Core SFA Functionalities

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Copyright © 2013, Oracle and/or its affiliates. All rights reserved. 32

Wall and Sales-Focused

Conversations

Document Sharing and Collaboration

within Sales Cloud

Work across the company, and

available on iPad and Mobile

Collaborate to Close Deals Faster

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Copyright © 2013, Oracle and/or its affiliates. All rights reserved. 33

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

Customer Data Management

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Managers

Know More

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Copyright © 2013, Oracle and/or its affiliates. All rights reserved. 35

Configurable Sales Dashboards

Interactive Out of the box Reports

Embedded Reports in Simplified UI

Historical Opportunity Trending

Historical Forecast Analytics

Mobile Analytics

Predictable Forecasting

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Copyright © 2013, Oracle and/or its affiliates. All rights reserved. 36

Ensure Consistent Performance

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Copyright © 2013, Oracle and/or its affiliates. All rights reserved. 37

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

Oracle Mobilytics

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Companies

Grow More

Copyright © 2013, Oracle and/or its affiliates. All rights reserved. 38

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Get More Help from Marketing

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Oracle Sales Cloud Takeaways

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)

Copyright © 2013, Oracle and/or its affiliates. All rights reserved. 42

Oracle CX Cloud: stations de démonstration

Les stations de

démonstration Oracle

CX Cloud sont ici

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Copyright © 2013, Oracle and/or its affiliates. All rights reserved. 43

Like

facebook.com/OracleCustomerExperience

Follow

twitter.com/OracleCX

Read

blogs.oracle.com/CX

Watch

youtube.com/oraclesalescloud

Learn

oracle.com/CX

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