Oracle Sales Cloud: Selling Complex Defense Sector Deals

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Oracle Sales Cloud Selling Complex Defense Sector Deals

September 2, 2014, Tahir Bangash

2 Copyright © 2014 Capgemini. All Rights Reserved

Selling Complex Defense Sector Deals |Sept 2014

Agenda

!  Capgemini CX Practice !  Selling Complex Defense Sector Deals !  Oracle Sales Cloud Defense Sector Case Study

•  Project Background •  Reasons Why Sales Cloud Was Right •  Implementation Approach •  Technical Solution

!  Oracle Sales Cloud and CX Solutions Moving Forward



Capgemini Oracle CRM Practice At A Glance



Selling Complex Defense Sector Deals Oracle Sales Cloud Alignment

Defense sector deals come with their our uniqueness: •  The sales cycles are lengthy and deal size are large •  The pipeline for leads is small requiring greater due diligence in lead qualification

early on •  The level of investment to pursue a deal is high

–  The deals often require the development of prototypes –  Detailed ROI analysis is required for each opportunity

•  Enforcement of process is key for regulatory needs and internal approvals are required at each gateway of the sales cycle

•  In recent years the reduction in US Defense spending requires that company expand their selling capabilities internationally

Oracle Sales Cloud provides the necessary platform to support the selling of complex deals in the Defense sector



Oracle Sales Cloud - Selling Complex Defense Sector Deals Case Study Overview

Main goal:

Implement a cloud based solution that expands the current Business Development Environment for sales of Specialty vehicles in the Defense sector.

The primary objectives for the client:

1.  Efficiently capture and manage Leads and Opportunities

2.  Align current processes to a set of standard processes and functionality

3.  Reduce the number of tools used in the sales process

4.  Enable easier data collection

5.  Enable easier reporting on current and future sales opportunities

6.  Provide the necessary rigor and structure for complex deals



Oracle Sales Cloud - Selling Complex Defense Sector Deals Case Study Reasons Why Oracle Sales Cloud Was Right

User Productivity Gains

!  Configurable “Simplified UI“ framework that supports an optimal user experience

!  Business process driven workflows and approvals

1

Setup & Configuration

!  Easy to setup and administer !  Tools that allow for quick

configuration and allow for scripting

2

Mobility Enablement

!  Support for tablets and smart phones

!  You can leverage your investments in the field with easy to use form factors

3

Six reasons why Oracle Sales Cloud was the right choice

Sales Effectiveness

!  Easily configurable Sales Coach to assist with complex selling processes

!  Increased productivity with a user experience tailored by role

4

Enabler For Enriched Customer Experience (CX

!  Allows for coexistence with existing customer systems

!  Hub for all Customer related information on a single platform

5

Analytical Insight

!  Offers ‘native’ Business Intelligence with embedded historical, real-time, and predictive analytics for information at the ready

6



Oracle Sales Cloud - Selling Complex Defense Sector Deals Case Study Solution

!  Implemented the Sales Management functionality a with Leads, Opportunities, Partner Portal, Reports & Mobility as the key modules involved.

–  Extensively used Groovy Script to perform very complex Financial ROI calculations

–  Configured Role-Based Access control using Sales Cloud Security Framework

–  Configured Sales Coach to assist Sales reps at each Opportunity Sales Stage

–  Configured Assessment functionality to evaluate Customers, Leads & Opportunities

–  Extended Sales Cloud Mobile to add custom child objects/fields to existing views

–  Migrated Customizations from Stage to Prod environment by using Functional Setup Manager and Customization Migration

–  Leads Import from external sources & Partner portal

!  Customer Center

o  Manage Customers o  Manage Contacts

!  Lead Management o  Manage Leads o  Process Leads o  Convert Leads to Opty

!  Opportunity Management o  Manage Opportunities o  Opportunity Assessments o  Sales Coach

Application Modules and Functionalities

!  Partner Management o  Partner Portal set up o  Manage Partners

!  Territory Management o  Manage Sales Territories

!  Sales Cloud Mobile for iPhone, iPad & Android

!  Assignment Manager o  Territory Based Assignment

!  Reports and Analytics o  Sales Cloud Dashboards o  BI Reports

!  Customized ROI Analysis

!  Security o  Role Based Access Control o  Data based Record Visibility



Oracles Sales Cloud and CX Solutions Moving Forward

The information contained in this presentation is proprietary. Copyright © 2014 Capgemini. All rights reserved.

Rightshore® is a trademark belonging to Capgemini.

www.capgemini.com

About Capgemini

With almost 140,000 people in over 40 countries, Capgemini is one of the world's foremost providers of consulting, technology and outsourcing services. The Group reported 2013 global revenues of EUR 10.1 billion.

Together with its clients, Capgemini creates and delivers business and technology solutions that fit their needs and drive the results they want. A deeply multicultural organizat ion, Capgemini has developed i ts own way of working, the Collaborative Business Experience™, and draws on Rightshore®, its worldwide delivery model.

Learn more about us at www.capgemini.com.

Oracle Sales Cloud: Selling Complex Defense Sector Deals

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