Sales Performance & Efficiency: Engaging and Empowering People in the Sales Process
Empowering your Sales Force with...
Transcript of Empowering your Sales Force with...
Christine is the business
relationship manager at
Motorola Solutions where
she leads the Global Oracle
Configure, Price, Quote
(CPQ) deployment to the
worldwide sales team.
John PirogDirector, IT
Motorola Solutions
As an accomplished senior-level
IT leader, John has the vision to
create strategy and ability to lead
the execution of multifaceted
transitions that ultimately deliver
game-changing results.
Sandeep PadhyeSenior Director, Customer
Experience, TCS Oracle
An expert in the areas of CRM and
CX, Sandeep works with leading
Fortune 500 companies to define
and execute their CX transformation
journey by leveraging digital
technologies.
With you today
Christine SetonDirector, IT
Motorola Solutions
Analyst speak – Modern CPQ trends Product design and visualization tools that extend configuration options
Value pricing and value modeling to enhance pricing
ROI and TOC calculators to optimize quoting
- Gartner1
- Forrester2
CPQ will continue to be the hottest enterprise application for
foreseeable future with an annual growth rate of 20% till 2020
primarily driven by cloud applications.
The rationale to invest in CPQ is simple: It improves the B2B
buying experience by selling the right products, at the right price,
to the right customer, at the right time, and in the buyers’
preferred channel.
1Gartner Market Guide for Configure - Price - Quote Application Suites 20162The Forrester Wave : Configure - Price - Quote Solutions Q1, 2017
What can an effective CPQ tool do?
Enhance the B2B buying
experience
Accelerate Go TO Market time
for new products and offerings
Improve profitability by
reducing pricing errors
Automate front and back end
order processing to reduce
order fulfillment time
Product designand visualizationtools that extendconfigurationoptions
ROI and TOCcalculators tooptimize quoting
Value pricingand valuemodeling toenhancepricing
Contractmanagement andguided selling toimprove operationsand salesperformance
Trends in CPQ technologies
What’s driving CPQ transformation?
Reduced quote
errors
Right price
strategy
Improved sales
efficiency
Effective contract
management
The current sales transformation program
What were the compelling reasons for MSI to embark
on this journey?
What benefits MSI is seeing from this digital
transformation?
What benefits you foresee for your business by
moving the CPQ process on to cloud?
What made you choose Oracle CPQ cloud as the core
of your sales transformation?
Why Oracle CPQ Cloud
How are IT and business working together to make this
program a success?
The keys to transformation success
What challenges you overcome so far and foresee in
the future?
Sales transformation is usually driven by the theme of
Digital Customer Experience.
What technological advancements is MSI planning to
deploy to enhance customer experience?
What will be your message to someone who wants to
embark on this journey ?
Sales transformation: The next horizon