#oowBR - O motor do Moderno Quote to Cash, David Hatcher - Oracle CPQ

Copyright © 2015, Oracle and/or its affiliates. All rights reserved. | 2

Proven Enterprise Results

117% growth in revenue

400% increase in sales with only a 50% increase in support

3% increase in market share – year 1

75% reduction in quote cycle time

0% error rate (down from 70%)

3% improvement in net margin rate – year 1

40% reduction in sales and customer service teams

$5.5MM in contribution margin

Weeks into Days (decreased quote-to-cash time)

10x increase in quotes per month

Days into seconds (time to produce large proposals)

>65% reduction in labor time per quote

93% reduction in order processing time

8 minutes from prospect conversation to signature via iPad

20% faster decision making on approvals

Copyright © 2015, Oracle and/or its affiliates. All rights reserved. |

CPQ:O motor do Moderno Quote to Cash Sell More, Sell Faster, Sell Anywhere

Oracle CPQ Cloud

June 2016


Safe Harbor StatementThe 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.

Copyright © 2015, Oracle and/or its affiliates. All rights reserved. | Oracle Confidential – Internal/Restricted/Highly Restricted 5

Agenda e propósito…

Ver a situação atual

Porque comprar, Porque comprar agora, Porque comprar Oracle

Proximos passos


Resumo…

• Vender mais produto• Vender esse produto mais rapido e de qualqeul lugar• Receber dineriro mais rapido e com melhores margens• Acrescentar a satisfação da sua cliente• Motivar sua equipe de vendas conseguir numero e receber melhor

Você gostaria…

...mas há desafios

Copyright © 2015, Oracle and/or its affiliates. All rights reserved. | 7Copyright © 2015, Oracle and/or its affiliates. All rights reserved.

Porque Compar?

Oracle Confidential – Internal/Restricted/Highly Restricted


O “jogo” de vendas tem mudado

Mais Canais

Comoditização

Volume de dados

Poder de social

Complexidade

Competização

Proteção da marca

Atenção do consumidor

Time-to-Market

Flexibilidade

Ganhos em eficiências

Margens

“ 50% of deals go to vendors that respond first.

– Insidesales.com

“ 27% shorter sales cycle for companies who have adopted

CPQ. – Aberdeen Research

Confidential – Oracle Internal 8


…e os departamentos de compras só ficam mais espertos!

O resultado é a ruptura ao longo do processo de venda

Ciclos de vendas são mais longos

Menos “ganhos” nas vendas

Margens são sobre pressão

Tamanhos dos deals são menores



E só CRM não resolve tudo…

Menos de 50% user adoption

Só 1 em 5Inclui

processos autômatos e

sistemas integrados

<1/3 tempo do rep é usado “value selling”

1 em 2 reps não fazem

QUOTA

Sources: Gartner

>$1M perdido

devendo erros e ineficias em

cotação

Tamanho final do deal

é muitas vezes 50% de

desconto!


E traduza em desafios no business…

Sales & Marketing• Administração de preços e descontos• Baixo adopção de CRM• Primeira resposta leva muito tempo• Pipeline incerto• Processos de venda com muito erro

Governança• Mais regulações• Falta de System of records • Problemas com aprovações e

renovações

Operações de vendas• Fiscalização no canal• Ordens customizados com muito erro• Time-To-Market longo• Produtos and Serviços complexos• Requisita sales training de mais

Technologia• Ferramentos desconectados • Questões na seguraça• Questões com performance• Sistemas rigidas com muitas dependencias



O resultado dos desafios é “vasamento” nos margens…

Inaccurate Proposals

Inconsistent Collaboration

Difficult to Sell across Channels

Not Enough Rep Selling Time

Configuration and Pricing Errors

Missed Cross-sell / Upsell

DisparateTools

Long Quote /Order Cycles

No Discounting Controls / Compliance

Low Customer Satisfaction

Margem potencial

Margem realizado


Porque comprar agora?



Nossos clientes…

Oracle Confidential – Internal/Restricted/Highly Restricted 14

100% increasein win ratio target.

Support HeadcountReduced by 50%

30% reduction in quote cycle

time

8 minutes from initial conversation to

signature


Empresas com CPQ:

As Analistas dizem…

More adept at avoiding “no-decision” sales losses89%

More proficient at speaking intelligently about their differentiators and the competition61%

Stronger at rapidly and effectively responding to RFP’s45%

More likely to manage pricing by exception, using automated “guardrails” and triggers23%

Better at creating complex, accurate sales quotes in a timely manner21%

Source: Maximising the Sales Technology Ecosystem with best in class CPQ, December 2015, Aberdeen Group

Em comparação os outros



Porque comprar Oracle?


Copyright © 2015, Oracle and/or its affiliates. All rights reserved. | Confidential – Oracle Internal

PRESENT & PURPOSE

ORDER & FULFILL

REPORT & ANALYZE

PRICE & QUOTE

SELECT & CONFIGURE

PRESENT & PROPOSE

ORDER & FULFILL

REPORT & ANALYZE

PRICE & QUOTE

SELECT & CONFIGURE

+ -X =

CONFIGURE, PRICE,AND QUOTE

CLOUD

17

Oracle CPQ Cloud fixes your challengesChannel Partners

CustomersDirect Sales

CRM ERP

EBS


Os riscos das outras opções

FAZER NADA Custos mensais e de conformidade

desnecessáios Crescimento limitado devido deals não

optimizados Mais riscos na concorrrência devido a

ciclo de venda lento

IN HOUSE Custo de desenvolvimento não

justificado VS 100+ desenvovedores especializados

Custos, tempo, e riscos elevados devido a tendo um ponto de falhar unico

Custos de RH, software, e/ou hardware não esperados ou invisiveis

CONFIGURADOR ERP Cross-channel Sales limitado Mobile, CRM, Channel, and/or

eCommerce opções limitados ou não existente

Não benficios de SaaS em administração, upgrade, e performance

FORCE.COM Limites de plataforma não criado para

CPQ de alto porte Sistema lenta devido a necessidade

construir funções pouco a pouco Administração deficil e com muito

customização


What differentiates us from others?

Rapid Sales Experience

CPQ Business Rules Engine

AcceleratedBusiness Change

CPQ OptimisedPerformance

DomainExpertise

Copyright © 2015, Oracle and/or its affiliates. All rights reserved. |Copyright © 2016, Oracle and/or its affiliates. All rights reserved. |

Where Oracle invests in CPQ CloudConfigure Price Quote Development Trends


Revenue Management Self Service Cater to the Selling Professional

Mobile FirstAnywhere, Any Device

Easy and Flexible Drive Channel Adoption and Productivity

SO WHAT?

• Analyse margins and profits to the deal and product level

• Focus on deals that are larger and profitable.

• Enable your decision making with science not hunch.

SO WHAT?

• This will allow you to take CPQ to an eCommerce environment.

• This is allowed through more intuitive UI’s and greater performance capability.

SO WHAT?

• Ensure that the life of sales professional is kept simple and allows them to focus on closing deals.

• Give them insight that drives their behaviours.

SO WHAT?

• All the system to be changed by Users not IT - no need for coders.

• All quick maintenance of products and prices to reflect changing market and commercial dynamics.

SO WHAT?

• Allows reps to respond to customer needs in the field.

• Quote, Configure, Price all with the customer.

• Drives you deal speed.

SO WHAT?

• Ensures your partners apply your controls and checks.

• Gives the access to the best information to drive higher margins.

• Makes you easier to work with


LIGHTNINGREADY

http://www.cerner.com/

http://goodlogo.com/vote/seagate-logo-3664

http://www.google.com/url?sa=i&rct=j&q=&esrc=s&source=images&cd=&cad=rja&uact=8&ved=0CAcQjRw&url=http://www.mmci-systems.com/brands.html&ei=gadsVYHzAouYsAWU1ICYDg&bvm=bv.94455598,d.b2w&psig=AFQjCNFxg9AOlrO-8WBLUklvgRTi1hwB1g&ust=1433270512379947

http://www.google.com/url?sa=i&rct=j&q=&esrc=s&source=images&cd=&cad=rja&uact=8&ved=0CAcQjRw&url=http://globalmedia-it.com.br/bematech-adota-oracle-service-cloud-e-reduz-em-90-as-despesas-com-manutencao-de-solucoes-anteriores/&ei=1LZsVYP3BcOCsAWR1YCADw&bvm=bv.94455598,d.b2w&psig=AFQjCNHnHK5uk62PypoFTmWz4xd--8dDfg&ust=1433274405854150

http://www.google.com/url?sa=i&rct=j&q=&esrc=s&source=images&cd=&cad=rja&uact=8&ved=0CAcQjRw&url=http://imgarcade.com/1/i-r-logo/&ei=ErdsVf3EGcLpsAWEoYOwCA&bvm=bv.94455598,d.b2w&psig=AFQjCNEXGxb6lw7pFBKb3DIHcp72Oc2_kQ&ust=1433274494314504

http://www.google.com/url?sa=i&rct=j&q=&esrc=s&source=images&cd=&cad=rja&uact=8&ved=0CAcQjRw&url=http://nortelvoicemail.com/category/british-telecom/&ei=6b5sVYj7HsbFsAWz64PQBQ&bvm=bv.94455598,d.b2w&psig=AFQjCNGoSzFzwLBNIboQqk0PV5NeN62Knw&ust=1433276515551470


ERP Customer CommunityOracle CPQ with EBS /JDE

HARDWARE TELECOMSOFTWARE INDUSTRIAL

SERVICES MEDIAMED | LIFE SCIENCE FINANCIAL

http://www.google.com/url?sa=i&rct=j&q=red+hat+logo&source=images&cd=&cad=rja&docid=b3-VHx7f5KcBGM&tbnid=-JMF4jd-K2XgaM:&ved=0CAUQjRw&url=http://learnlinuxbasics.blogspot.com/2011/11/red-hat-ceo-google-facebook-owe-it-all.html&ei=puITUdCCKcWY0QG4_YDIBw&bvm=bv.42080656,d.dmQ&psig=AFQjCNFgsJhHBSn0WZ79epSpctkXd3NGDQ&ust=1360344096030892

http://www.google.com/url?sa=i&rct=j&q=&esrc=s&frm=1&source=images&cd=&cad=rja&uact=8&docid=wmutuGHH1n7ZaM&tbnid=8nscur7puJHpuM:&ved=0CAUQjRw&url=http://localvox.com/solutions/agencies-resellers/&ei=eCfDU4qoJMa58gG3l4GQDQ&bvm=bv.70810081,d.b2U&psig=AFQjCNGOvzPDklEtVnqbZB7WWL5ntU0LWw&ust=1405384942943827


Customer CommunityAcross Industries

HiTECH SOFTWARE INDUSTRIAL

TELECOM BUSINESS SERVICESCONSUMER SERVICES

LIFE SCIENCES/MEDICAL

MEDIA















































We Also Use it Ourselves…Channel Partners


PRESENT & PURPOSE

ORDER & FULFILL

REPORT & ANALYZE

PRICE & QUOTE

SELECT & CONFIGURE

PRESENT & PROPOSE

ORDER & FULFILL

REPORT & ANALYZE

PRICE & QUOTE

SELECT & CONFIGURE


CLOUD

CRM ERP

• Accounts• Contacts• Leads• Opportunities• Reporting &

Dashboards

• Contracts• Legal reviews• Order Management• Service Contracts• Provisioning• Billing • Pricing approvals

EBS



Channel Partners


PRESENT & PURPOSE

ORDER & FULFILL

REPORT & ANALYZE

PRICE & QUOTE

SELECT & CONFIGURE

PRESENT & PROPOSE

ORDER & FULFILL

REPORT & ANALYZE

PRICE & QUOTE

SELECT & CONFIGURE


CLOUD

CRM ERP

• Accounts• Contacts• Leads• Opportunities• Reporting &

Dashboards

• Contracts• Legal reviews• Order Management• Service Contracts• Provisioning• Billing • Pricing approvals

EBS

We Also Use it Ourselves…

• Multiple custom quoting tools across multiple businesses

• No integration with Oracle Sales Cloud- limited integration between legacy tools

• Using very complex spreadsheets• Need to bring on new products and

teams as Oracle acquires.• Change of business model from on

premise business to cloud business.

CHALLENGES• Phase 1: Successfully deployed CPQ

to 15,000 global Applications users • Retired custom-built quoting app with

full integration to Sales Cloud and EBS.• Increased Self Service: 9X improvement

in a rep’s ability to generate signature document without sales support/assistance

• Guided Selling: 10X reduction in the number of orders with error potential

• Synchronized Product and Pricing: eliminated repetitive data entry and improved sales forecast accuracy

RESULTS



CX Cloud Suite: Complete CX Solutions & Unified Platform

MOBILE

STORESOCIAL

WEB

CONTACT CENTERFIELD SALES

IOT

FIELD SERVICE

CX INDUSTRY SOLUTIONSFinancial servicesCommunications

High tech

Consumer goodsLife sciences

Retail

ManufacturingAutomotive Healthcare

Professional servicesHospitality

Utilities

Travel and transportation Media & entertainment

Education & researchCX APPLICATIONS

MARKETING SALES CPQ COMMERCE SERVICE SOCIAL

UNIFIED CX PLATFORM

CUSTOMER MASTER

DATA AS A SERVICE

ANALYTICS & DATA VISUALIZATION

PLATFORM SERVICES

APPS PERSONALIZATION INTEGRATION SECURITY

MARKETPLACE



Oracle’s Cloud Leadership

21,500,000+ End Cloud Users

13 Global Data Centers

2+ BillionCloud Transactions per Day

Cloud Customers in

180+ Countries34 Languages

10,000+Cloud Enterprise Customers

2,100+ CloudCX Customers


Next Steps



Does the “leaky pipe” look familiar in your business? If so, what are the top 3 pain points? How would you like to proceed... Quote required to kick off a project to stop the leakage? Additional stakeholder presentation? BOA/Discovery Workshop to identify budget and prove ROI? Do nothing and continue as you are today?

Summary and Next Steps


Product Demo

Oracle CPQ Cloud

More Customer and Other Slides


Rapid Sales Experience

Analyze, Optimize, and Manipulate pricing models with ease

Empower sales to collaboratively and rapidly configure, price and present solutions

Seamlessly tie front and back office together

Integration to SFDC equivalent to native force.com


Accelerated Business Change

Business user configuration to drive speed of change

Dynamic Documents, Contracts, and Email Templates.

Solve today’s problems and be ready for tomorrow’s – future proof your business


Domain Expertise

Unmatched +1000 live user deployments – SFDC’s largest

85% of CPQ customers use salesforce.com

16+ years development to productise not customise

Unmatched industry and geographical experience


CPQ Business Rules Engine

Business rule complexity handled with point and click ease

Configure layers of workflow that are designed for CPQ usage

Subscription Management supporting the intricacies of a renewal process


CPQ Optimised Performance

No governor limits that restrict your business whilst protecting you from fellow tenants.

An application architected for CPQ

Rigorous stress and security testing hardened for peak selling windows


COMPANY OVERVIEW CHALLENGES WHY ORACLE? RESULTS

Manage mutual funds, provide fund distributions, investment advice, brokerage services, and other financial services

45,000+ employees HQ: Boston, MA Industry: Financial Services

Sales reps needed to seek out product information from multiple individuals

No validation on product selections Limited quote history tracking and

change management Inaccurate and inconsistent

proposals and legal documents Manual margin and pricing

calculations

Controlled selling process Automatic deal analysis based on

accurate products Centralized proposal management Automated approval notifications

and routing

Integration of CPQ with CRM to provide accurate product and quote data

Product configuration process requires less specialized knowledge

Unified selling tool across market segments

Pricing governance and margin control

Fidelity Investments

- Pricing- Quoting & Proposals- Workflow approvals- Margin calculation- Versioning

- Accounts- Contacts- Opportunities- Products- Reports


COMPANY OVERVIEW CHALLENGES WHY ORACLE? RESULTS

Gallagher Bassett leverages its vast expertise and experience to quickly and accurately resolve insurance claims for its clients.

3400+ employees HQ: Itasca, IL Industry: Insurance Claims Handling

Proposals are crafted from scratch by individual Sales Reps, resulting in errors and a lack of consistent branding in the marketplace

Manual proposal handoffs require a high amount of time and attention from specialists, preventing quick delivery to customers

Sales cannot access restricted data needed to competitively price their quotes, leading to inaccurate pricing

Finance cannot quickly define new services and costs, leading to increased quoting time and lost business

CPQ’s Document Engine allows businesses to define how users interact with their quote output while keeping it consistent between users

CPQ’s commerce and approval processes allow businesses to automate their quoting process and reduce wasted time and resources from a manual process

CPQ’s flexible integration platform allows the system to pull data from multiple sources, upstream and downstream

CPQ’s configuration engine allows businesses to define unique processes for specific product lines inside of their existing product hierarchy

CPQ empowers Field Sales to tailor quote content while empowering the broader organization to ensure accuracy, legality, and a unified corporate offering

CPQ identifies when nuanced business expertise is needed, during each phase of the quote, and directs associated specialists to collaborate with Field Sales.

Focuses Field Sales towards optimal pricing strategies by providing resource plans and streaming real-time rates across 50+ states/provinces.

Provides a dynamic framework to interactively add or modify product offerings in response to shifting market demands.

Gallagher Bassett

- Pricing- Proposals- Workflow Routing and

Approvals- Pricing and Claims Handling

Integration

- Accounts- Contacts- Leads- Opportunities- Reporting & DashCRArds- Service Catalogue

Claims Handling System

Finance Systems

- Pricing Across 50+ States- Location Data- Prior YTD Actuals

- Resource Planning- Order Integration- New Service Creation


Next StepsCPQ Readiness Assessment (CRA)

1 Business Assessment 2 Administrative Assessment

3 Cultural Assessment 4 Technical Assessment

“Oracle CPQ Cloud identified the disturbances in our process and foundall the ways wecould reduceerrors or automate our process.”


What are we hearing from customers about their GOALS?

REPEATABLE & COMPLIANTPRODUCTIVE PROFITABLE

• Close bigger dealswith higher margins

• Empower your teamsacross channels

• Offer the right solutionsto the right customers

• Work smarter andrespond faster

• Grow faster at scale• Remove friction and

eliminate mistakes

Copyright © 2015, Oracle and/or its affiliates. All rights reserved. |Copyright © 2015, Oracle and/or its affiliates. All rights reserved.

Sales Technology LandscapeAnalysts View

44

Source: Gartner

Challenging

Moderate

Relatively Easy

CUSTOMER EXPERIENCE

Sales Incentive Compensation Management

Sales Performance Management

Sales Order Management

Speech – Driven SFA

Sales Reporting Voice of the Customer

Mobile Sales Solutions

iPad – Based Salesforce Automation (SFA)Opportunity

Management Systems

Sales Contract ManagementSales Content Management

Sales Training Solutions

Lead Management

Territory Management

Smartphone based SFA Applications

SalesInformationServices Social CRM

for Sales

Proposal Generation

Sales Analytics

Partnership Relationship Management

Price Optimization& Mgmt for B2B

E-Commerce

Configure, Price, Quote Application Suites

Sales Configuration

Distributed Order Management

PRO

DUCT

IVIT

Y

In today’s cost sensitive environment, most productive and efficient solutions drive customer experience

Most tangible benefits of the solutions in top right quadrant are tough to get and implement

CPQ is the solution in this sweet spot which delivers

Productivity Profitability Repeatability and

Compliance

Monica Poonia

This should be shifted somewhere else


Sales TechnologyAnalysts View

46

Source: Gartner

Challenging

Moderate

Relatively Easy

Sales Incentive Compensation Management

Sales Performance Management

Sales Order Management

Speech – Driven SFA

Sales Reporting Voice of the Customer

Mobile Sales Solutions

iPad – Based Salesforce Automation (SFA)OpportunityManagement Systems

Sales Contract ManagementSales Content Management

Sales Training Solutions

Lead Management

Territory Management

Smartphone based SFA Applications

SalesInformationServices Social CRM

for Sales

Proposal Generation

Sales Analytics

Partnership Relationship Management

Price Optimization& Mgmt for B2B

E-Commerce

Configure, Price, Quote Application Suites

Sales Configuration

Distributed Order Management

PRO

DUCT

IVIT

Y

CUSTOMER EXPERIENCE

CPQ


• Position CPQ to begin surrounding Salesforce.com

• Best in class integration with SFDC, and EBS (when relevant)

• 80% of CPQ install base runs SFDC

• The largest SFDC customers run CPQ Cloud (HP, Schneider, ADP)


• Position CPQ as a way to extend EBS ordering capabilities to direct reps and channel partners

• Leverage standard EBS – CPQ integration – only Oracle, low TCO

• Surround SFDC or position Sales Cloud

• Upsell JDE install base with quoting and ordering capabilities

• Leverage standard JDE– CPQ integration – only Oracle, low TCO – COMING SOON

Key CPQ Cloud Sales Plays

IN PROCESSIN PROCESS

COMING SOON


Increase Productivity, Profitability, Repeatability & Compliance at ScalePositioning Oracle CPQ Cloud by Persona

“We must support LOB goals for maximum cost/benefit—we want innovation without risk.”

Invest in solutions to solve for LOB growth and retire legacy applications

Reduce IT spend/headcount

“We need higher productivity, more automation, and more accurate data”

Guide reps to the right upsell/cross sell product options for increased profitability

Improve sales forecasts and eliminate manual data entry across sales systemsVP Sales Ops CIO/ VP of IT

“I’m responsible for profitability, financial stability, and compliance”

Maintain deal margins and reduce cost Improve deal compliance and automate

price discipline via embedded controls

“I need my reps to spend more time selling and in front of customers”

Grow or merge sales orgs, integrate new products or lines of business, and/or add channels successfully

Automate sales processes to eliminate manual errors, drive deal speed, and promote more high-value sales activityVP Sales CFO/ VP Finance


Embed Configurator within Oracle Commerce

• Use the Oracle CPQ Cloud configurator inside the Oracle Commerce self-service experience for configuration and pricing of complex products

• Leverage investment in CPQ Cloud across all channels

• Check-out can happen in Oracle Commerce or the customer can “Request Quote” from direct sales

Multi-Channel Commerce

RELEASED


Key Initiatives for Next Generation Sales Leaders


• 15% increase in product penetration

• Wanted greater sales interaction at customer sites

• Time to Book Orders- from 2 weeks to 8 min

• Empowering reps with more mobile selling tools

• Reduced Discounting->$1MM/yr margin increase

• Increasing complexity of services projects




• Saved on average 20+ hours of back-end people time

• Shifting product mix to higher volume of standard, “fast lane” products

• >80% reduction in time from quote inception-to-close

• Acquiring related businesses

• From weeks to days to launch new products into the channel

• Expansion of channel volume




• Saved 4.5 channel support headcount

• Expansion of channel volume

• Reduced time to produce custom SOWs from 2-4 hours to <10 min

• Shift from traditional software + hardware + services to SaaS

• Standardized prorating and discounting practices for Renewals

• Move from legacy tools to SaaS sales infrastructure




• Increased order value w/ upsell/cross-sell

• Better transparency and communication with channels

• Decreased average quote process from 4 days to 20 minutes.

• “One Flowserve”- same customer experience across products

• More scalable sales process across acquisitions

• Replaced force.com competitor in acquired company




• 20% faster time to market

• Transforming from hardware to solutions company- with entire cloud sales infrastructure

• Decreased quote time by 25%

• “Replaced in 1 yr a competitor CPQ solution which took 3 yrs to build…”

• 12,000 channel partners using the system, 22 countries, >90% adoption rate

• Simplify the quoting experience across products for partners




• 3-5 more selling hours per month and higher services attach rate

• One set of sales tools across businesses

• 2X customer-facing sales time

• “One IDEXX” – present one customer experience across divisions

• Reduced the time required to calculate order promise dates by 70%

• Entire sales re-architecture- CRM, CPQ, ERP, CAD automation

Anti-Apttus Slides & Differentiators


CPQ Cloud Enterprise Security & Scale

Global customer support and hosting Virtualized single-tenant platform… without CPU

and API limits Certifications: SOC 1- Type 2 and SOC 2- Type 1,

ISO27001, EU Safe Harbor and more Test-to-production change migration packages to

control and QA updates Enterprise standards for enterprise cloud

applications with tens of thousands of users… J2EE, Oracle, Linux

Only cloud CPQ vendor to receive a “positive” rating


Performance

CPQ Cloud has a huge performance advantageover Force applications

Actual CPQ Test with Customer Data - Wow!

0,000

0,500

1,000

1,500

2,000

2,500

[1] Login [2] CreateNew Quote

[3] AddLine Item

[4] Link ≠ [5] MultipleParts Buy

[6] Addto Quote

[7] Save [8] ViewProposal PDF

[9] Logout

0,000

0,500

1,000

1,500

2,000

2,500

[1] Login [2] CreateNew Quote

[3] AddLine Item

[4] Link ≠ [5] MultipleParts Buy

[6] Addto Quote

[7] Save [8] ViewProposal PDF

[9] Logout

100 VUs, 2,509, Transactions Per Hour

250 VUs, 6,289, Transactions Per Hour

500 VUs, 2 Nodes 12,450, Transactions Per Hour

Problems arise with 50+ attributes, and / or >50-100 line items per quote

We will show whatimpacts CPQ performancein our demo

AVERAGE RESPONSE TIME

90% RESPONSE TIME


Why Not Use Force.com CPQ for Enterprise CompaniesBMX | Apttus | Steelbrick | Others…

Few (any?) of their largest customers run Force.com for CPQ

If Force.com was right for your needs − we will show you our Express /BMX product

ProcessLimitations

ProcessingSpeed

AttributeLimitations

Transaction(Record) Limits

✗ ✗ ✗ ✗


CPQ Tenancy Options & RisksBMX | Apttus | Steelbrick | Others…

Oracle Options Express CPQ (BMX) CPQ Cloud

Control over performance None - controlled by SFDC Ability to control & optimize both app servers and DB resources per customer

Performance monitoring LIMITED: same monitoring provided to all SFDCcustomers / end users

EXTENSIVE: network operations and app / DB infrastructurereporting available

Platform limits • Throttling (CPU)• Limits (attributes, transactions, Apex Governor, Chatter, API

query, metadata, etc.)

• Scalable (transactions, data, throughput)• No limits

Upgrades Forced on vendor’s schedule Flexibility per customer’s schedule

Database Shared database risk No intermingling data w / other customers

Intended market Mid-market Enterprise

MULTI TENANT

SINGLE / VIRTUALIZEDTENANT


CPQ Marketplace Evolution

2011 2012 20142013

Pricing Optimization- purchases Cameleon

Contract Mgmt- first CPQ Customers live

Incentive Comp- purchases Webcom

2nd Bankruptcy & Firepond re-brandFirst competitive

deals New Ownership

Purchases BigMachines

2015

Oracle CX slides


Welcome to Next Generation Quote-to-Cash

63

FORMULA MANAGEMENT DOCUMENT DESIGNERCONFIGURATION ENGINE

MULTI − CHANNEL WORKFLOW AND APPROVALSDEAL ANALYSIS MOBILITY

ENTERPRISE SCALE ORDER INTEGRATION

LIGHTNINGREADY


Oracle Customer ExperienceComplete customer experience platform

MOBILESOCIAL NETWORK

ANALYTIC KPIs AND DASHCRARDS

INTEGRATIONSAPPLICATIONS EXTENSIBILITY

ORACLE CUSTOMER EXPERIENCE PLATFORM

ORACLE MARKETING CLOUD

WEB

CONTACT CENTER

MOBILE SOCIAL

PARTNER

DIRECT

ORACLESALES CLOUD

ORACLECPQ CLOUD

ORACLECOMMERCE CLOUD

ORACLESERVICE CLOUD

ORACLESOCIAL CLOUD

Industry Slides


Oracle CPQ for Industrial Manufacturing

Enable self-service for direct sales teams, channel partners/ distributors, and customers in one application

Leverage master product data and integrate ERP orders across all channels – Oracle EBS, JDEdwards, SAP, and more

Provide earlier quote and order visibility to improve forecasts

Manage complex product configurations and generate BOMs & routings


Oracle CPQ for Communications


Support for Order Orchestration via integration to OSM or other applications

Provide earlier quote and order visibility to improve forecasts

Analyze profitability of complex multi-year deals in real-time, and speed collaboration with Finance and Exec teams

Manage renewals and MACD processes with Asset-Based ordering and integration


Oracle CPQ for Life Sciences


Complex device configurations w/ accessory upsells/cross-sells- and bundles of consumables

Installation, training, and support services Sales proposals & complex contracts w/ GPO pricing Consumables contracts and renewals w/ volume pricing Analyze profitability of complex multi-year deals in real-

time, and speed collaboration with Finance and Exec teams

EBS Integration Details


ERP Integration Experience Matters

Things to consider…- Successful enterprise references?

- Size, scale, and volume of quotes?

- Complexity of quotes… • # of line items on a single

quote? • # of options/attributes on a

single quote?

- Complexity of products?• Renewals?• Engineer-to-Order / custom

products?• BOMs needed? Multi-level?• Routings?


Order Integration

Productized integration to Oracle E-business Suite (EBS) so you can quickly book, bill, and ship your solutions by closing the order from CPQ Cloud

Additional productized integrations available include Salesforce.com, Sales Cloud, MSDynamics, ERP Cloud, and Commerce/ATG.

More productized integrations coming soon: JDEdwards, Oracle Service Cloud, OSM for order orchestration, and more.

#oowBR - O motor do Moderno Quote to Cash, David Hatcher - Oracle CPQ

Technology

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