This document provides an overview of Oracle Sales Cloud and its capabilities for enabling modern sales. It highlights common pain points customers face around sales tools not addressing current challenges, declining pipeline and sales productivity. It then outlines Oracle Sales Cloud's solutions such as empowering mobile and productive reps, providing insight-driven 360-degree customer views, and enabling collaborative selling. The document also includes customer examples and competitive differentiators compared to Salesforce.

1. Oracle Sales Cloud – Battle Card
Enabling Modern Sales in the Cloud
The Hook
I work with many Sales Leaders in <<insert vertical>>
on their sales performance issues. One common
pain point I see in organizations like yours is that
current sales tools do not address the challenges
facing salespeople in <<industry>> today, and the
tools do little to help reps engage their customers.
This can result in issues like…
• Decline in pipeline
• Customers doing online research before
engaging your sales team
Challenge
• Engage early with tools that allow sales reps to
have rich, digital communications such as creating
their own personal e-mail marketing campaigns
Oracle Value
• TuffShed: Grew pipeline and increased
revenue through better segmented marketing
campaigns and integrated sales & marketing
Customer Success
• Limited customer insight
• No visibility/360-degree view of relevant
customer activities
• Improve upsell and cross-sell to customers with
whitespace and predictive analytics
• Gain full visibility to complete, accurate and clean
customer information
• Graco: Reduced the time spent locating and
communicating to customers/distributors with
improved Mobile access
• Decline in sales productivity and face time
with customers
• 1/3 of rep’s time spent on administrative,
non-sales tasks
• Increase selling time by providing mobile access
to sales
• Create, manage and configure quotes and
forecasts from a mobile device
• GE: 30% reduction in quote cycle time with
Oracle Sales Cloud
• Close deals faster with by enabling seamless
collaboration across your account teams
• Cubis: Increased ability to have all their sales
team talking to each other and be centered
around the customer
• Difficulty in communicating across sales
teams, which delays sales cycle
• Deals getting more complex
Competitive Statements
• No one gets fired for buying SFDC
Objections Oracle Counter Share this Asset
• But do they get promoted. Can they point to
revenue increases from it?
• All of my sales team have used SFDC and
like it
• Do they really like it or are they jamming in data
at 10pm at night? Does it actually help the reps
sell?
• SFDC does everything we need • Can you see a true 360 degree view, interpret
buying patterns, optimize territory coverage,
analyze your forecast, incent your reps, CPQ?
• SFDC is the #1 in CRM & Oracle has no
references
• Oracle runs Oracle- we’re $37B company with
27k Sales Cloud users. We have sold CRM in the
cloud for over 10 years & have 10’s of thousands
of CRM cloud users
• Altradius: Rep productivity increased 10% in 9
months.
• VIDEO: http://bit.ly/OSCAltradius
• Batesville: Rep adoption is key.
• VIDEO: http://bit.ly/OSCBatesville
• Demo of Sales Cloud advanced capabilities:.
• VIDEO: http://bit.ly/OSC360View
• Listen to all these customers talking about
their success with Oracle Sales Cloud:.
• VIDEO: http://bit.ly/OSCSuccess
Enabling Oracle Cloud Solutions:
Oracle Sales Cloud, Oracle Social Cloud, Oracle CPQ Cloud
• Increase in channel and product complexity
• More M&A requires integrating products,
systems, processes
• Improve channel collaboration with integrated
PRM and self-service Configure/Price/Quote for
partners to increase channel collaboration
• Flowserve: Grew 4% in topline revenue by
setting a common sales strategy (“One
Flowserve”)

2. Why Choose Oracle vs. SFDC?
• More mobile capabilities
• Included Sales Performance Mgmt- incentive comp,
quota/territory mgmt
• Rich Forecast modeling
• Improved data quality
• Configure, Price & Quote capabilities
• Packaged ERP integration for Siebel, EBS or JDE
• Predictive Analytics
• Cross Sell/Up Sell recommendations
• Ability to map & optimize territories
• Average implementation needs < 9 App Exchange vendors to
complete
• B2C support
• Richer Customer Data Model
All Industries
Mobile and Productive
• Empower your reps to always be selling on any device
• Generate 100% accurate pricing, quoting, and contracts in
seconds
• Comprehensive needs analysis to match the right services to the
right accounts
Insight-Driven
• 360 customer view including digital and social behavior; direct
and indirect channels
• Help position the most profitable products to the right targets
with Whitespace Analysis
• Drive the right sales behavior and improve effectiveness with
integrated incentive compensation
Collaborative
• Collaborate on deals with extended teams using integrated
social tools
• Speed approvals and improve compliance with automated
workflow across sales, pricing, network engineering, and more
Pipeline-Building
• Cross-sell/ upsell effectively w/ on product recommendations
• Match accounts & services to meet customer needs
• Recognize profitable & loyal customers on each acct. to
prioritize activities
Modern Sales in the Cloud
Insurance & Finance Professional Services
Consumer
Industrial Mfg
Life Science/Healthcare
• NOT ENOUGH PIPE: > 57% CSO’s rate ability to incubate leads as major concern
• NOT ENOUGH SELLING TIME: Only 1/3 of reps time spent selling
• UNEVEN REP PERFORMANCE: 60% of reps lack strong understanding of their differentiators vs. the competition
• POOR INSIGHT: Forecasts are wrong >50% of time
Challenges in Modern Selling
High Tech
Fast and Easy
• Lower TCO and reduced complexity of legacy communications on systems
• Automate sales processes to eliminate wasted time /effort & increase selling time
• Quickly launch and change new pricing, promotions, and bundles without IT development
WATCH Brand
on Byrne from
CURSE talk
about why
they switched
from SFDC:
http://bit.ly/OSCvsSFDC

3. Copyright © 2013, Oracle and/or its affiliates. All rights reserved. Insert Information Protection Policy Classification from Slide 121
HIGH-­‐YIELD
DISCOVERY
QUESTIONS
q What
key
ini+a+ves
and
strategies
are
driving
your
overall
business
(reduce
costs,
increase
revenues,
compliance)?
What
about
your
sales
organiza+on
specifically?
What
are
your
pain
points?
q Do
you
have
a
standardized
sales
methodology
(common
or
varied
by
business
unit,
geo,
product,
etc)?
q What
are
the
top
3-­‐5
metrics
you
use
in
the
sales
organiza+on
to
measure
success?
q How
frequently
do
you
change
territories
-­‐
1
big
alignment
at
the
start
of
the
year,
with
tuning
along
the
way?
Approximately
how
long
does
sales
planning
take?
q Do
your
sales
teams
work
collabora+vely
on
accounts
and
deals?
Do
you
collaborate
with
partners?
q What
is
the
profile
of
a
produc+ve
and
successful
sales
rep
at
your
company?
What
tools
they
are
currently
using
to
sell?
What
key
administra+ve
tasks
take
+me
away
from
selling?
q Describe
your
sales
forecas+ng
process
today.
q When
thinking
about
lead
genera+on
through
closed
sales,
do
you
have
a
consistent
flow
of
informa+on
to
understand
past
performance
and
predict
future
outcomes?
How
do
you
prospect
for
leads
and
are
they
well
qualified?
Do
you
have
line-­‐of-­‐sight
visibility
across
this
process?
Financial
Services:
Elavon
–
Oracle
Sales
Cloud,
Contracts
&
Sales
Predictor
ü Increase
User
Adop+on,
Data
Quality
and
Drive
increased
customer
renewals
Manufacturing:
Airstream
–
Oracle
Sales
and
Marke+ng
Cloud
ü Improved
customer
interac+ons
&
partner
sales
performance,
increased
sales
effec+veness
ELEVATOR
PITCH
What
if
you
could
increase
the
+me
your
reps
spent
selling
each
week?
What
if
you
could
ensure
your
managers
achieve
their
sales
targets
with
no
surprises?
What
if
you
could
op+mize
your
sales
coverage
model?
Only
Oracle
Sales
Cloud
offers
a
complete
set
of
components
that
op+mize
sales
organiza+ons
and
drive
sales
performance
by
helping
your
reps
sell
more,
your
managers
know
more
and
your
company
grow
more.
You
can
sell
more
with
Oracle
Sales
Cloud
with
quick
and
easy
access
to
sales
informa+on
anywhere,
any+me,
on
any
device.
Reps
spend
more
+me
selling
and
less
+me
on
administra+ve
and
manual
tasks.
You
can
also
take
advantage
of
real-­‐+me
collabora+on
and
coaching
to
empower
your
reps
to
sell
more.
Know
more
with
complete
visibility
into
key
performance
sales
metrics
and
proac+ve
alerts.
This
insight
enables
your
managers
to
drive
their
team’s
performance
and
overall
health
of
the
business
while
avoiding
unnecessary
surprises.
Grow
more
with
proac+ve
recommenda+ons
of
what
you
should
be
selling
and
which
prospects
you
should
be
targe+ng
to
produce
addi+onal
revenue.
Also,
sales
management
and
opera+ons
can
op+mize
sales
territories
to
maximize
your
coverage
and
revenue
poten+al.
Oracle
Sales
Cloud
BaHle
Card
CUSTOMER
EXAMPLES
Healthcare:
Chiro-­‐One
Wellness
Center
–
Oracle
Sales
and
Marke+ng
Cloud
ü Improved
Prospec+ng
&
Lead
Genera+on
to
Drive
higher
conversion
into
Sales
High-­‐Tech:
Applico
–
Oracle
Sales
and
Marke+ng
Cloud
ü Improve
Lead
Genera+on,
Enhance
Sales
Planning,
Drive
Sales
Effec+veness
TARGET
AUDIENCE
PAINS
-­‐
WHAT
THEY
CARE
ABOUT
VALUE
PROPOSITION/BENEFITS
Business
Team
Ø SVP/VP
Sales
Ø CFO
Ø Sales
Opera+ons
Ø Sales
Managers
Ø Sales
Reps
q Manage
pipeline
and
achieve
revenue
goals
q Rapid
and
complete
user
adop+on
q Cleaner,
more
accurate
data
for
forecas+ng
and
planning
q Provide
coaching
and
collabora+on
tools
to
managers
q Retaining
top
reps,
developing
under-­‐performers
q Increase
rep
produc+vity
with
mobile
access
q Greater
insights
through
real-­‐+me
repor+ng
&
analy+cs
q Ac+onable
decision
making
tools
like
What-­‐if
analysis
for
sales
planning
ac+vi+es
around
territories
and
quotas
1) Boost
Produc+vity
(Sell
More)
ü Access
to
CRM
data
anywhere,
any+me
means
more
+me
selling
ü Calendar/contact
access
independent
of
device
ü Zero
training
required
which
increases
user
adop+on
2)
Increase
Visibility
(Know
More)
ü Clean,
accurate
customer
data
ü Complete
line
of
sight
from
lead
genera+on
through
closed
sales
cycle
ü Real-­‐+me
insights
into
customer,
partner,
and
sales
rep
performance
3)
Grow
Revenue
(Grow
More)
ü Social
collabora+on
and
sales
coaching
drives
increased
effec+veness
ü Op+mized
sales
territories
maximize
your
coverage
and
revenue
poten+al
ü Intelligent
lead
iden+fica+on
and
qualifica+on
ensures
that
reps
spend
+me
on
the
best
leads
4)
Strategic
Partnership
ü Successful,
profitable
company
with
history
of
long-­‐term
customer
rela+onships
ü Enterprise
applica+on
built
on
state-­‐of-­‐the-­‐art
tech
stack
ü Extensible
framework
to
meet
your
configura+on
and
deployment
needs
Tech
Team
Ø CIO
/
CTO
Ø Project
Lead
Ø Business
Analysts
q Integra+on
with
exis+ng
systems
including
security
q Improved
+me-­‐to-­‐market
for
changes
and
enhancements
q Scalable
and
flexible
to
accommodate
future
growth
q Increased
opera+onal
efficiencies,
cost
savings
q Compliance
with
internal
policies
and
external
regula+ons

4. Copyright © 2013, Oracle and/or its affiliates. All rights reserved. Insert Information Protection Policy Classification from Slide 122
KEY
COMPONENTS
OF
CLOUD
SOLUTION
COMPETITIVE
OVERVIEW
–
TOP
COMPETITORS
ORACLE
SALES
CLOUD
RESOURCES/LINKS
THIRD
PARTY
VALIDATION
Nucleus
Research
-­‐
October
2013
Document
N152
ü “Oracle
Sales
Cloud
is
a
hidden
gem”;
and
“Developments
in
the
Oracle
Sales
Cloud
capabili+es
are
significant
and
should
mo+vate
SFA
customers
to
give
Sales
Cloud
a
closer
look"
ü Oracle
Sales
Cloud
“will
make
technical
training
requirements
minimal,
reduce
the
barriers
to
adop+on
and
enable
managers
to
bemer
focus
their
reps’
ramp-­‐up
+me
on
sales
strategy
and
effec+ve
+me
management.
This
is
an
applica+on
focused
on
driving
sales
users
forward,
not
just
gathering
data.”
Ovum
-­‐
May
2013
ü Rapid
integra+on
and
evolu+onary
developments
make
Oracle's
CX
porpolio
more
compelling
ü Oracle
exhibits
customer
adap+ve
amributes,
increasing
its
relevance
to
its
customers.
Gartner
places
Oracle
Sales
Cloud
in
the
“Visionary”
quadrant
for
the
2013
SFA
category.
ü As
references
increase
with
successful
deployments,
we
expect
to
move
into
the
“Leaders”
quadrant
in
2014
Customer
Facing
Resources
for
Oracle
Sales
Cloud
-­‐
hmp://www.oracle.com/us/solu+ons/cloud/sales-­‐marke+ng/overview/index.html
Internal
Content
Repository
-­‐
hmp://my.oracle.com/site/ibu/portal/FusionApps/CRM/salescloud_overall/index.html
Recorded
Sessions
on
Sales
Cloud
-­‐
hmps://stbeehive.oracle.com/teamcollab/wiki/Oracle+Cloud+Sales+and+Mktg+GTM:Oracle+Cloud+Sales+Services+Webcast+Series
Compe++ve
Intelligence
-­‐
hmp://my.oracle.com/site/ibu/portal/CIPortalHome/ByCompe+tor/SelectCompe+tors/Microsot/CRM/index.htm
Customer
and
Partner
Success
Stories
-­‐
hmp://www.oracle.com/us/corporate/customers/overview/index.html
Customer
Experience
Resources
-­‐
hmp://www.oracle.com/us/solu+ons/customer-­‐experience/resources/index.html
ISV
Partner
Solu+ons
-­‐
hmps://apex.oraclecorp.com/pls/apex/f?p=1411:1:2602152665535:::::
KEY
INTEGRATIONS
MarkeQng
Cloud
–
Integrated
Marke+ng
Campaigns
&
Leads
Social
Cloud
–
Integrated
Social
Campaigns
&
Leads
Service
Cloud
–
Visibility
to
Opportuni+es,
Incidents,
Service
Requests
Social
Network
–
Conversa+ons
about
Sales
Related
Topics
CRM
Desktop
–
Microsot
Outlook/Exchange
ERP
(EBS
and
JDE)
–
Master
Data
[Customers/Products],
Opportunity
to
Quote
Customer
Master
–
Shared
Clean
Customer
Data
Oracle
Sales
Cloud
ISV
Ecosystem
–
Hundreds
of
integrated
solu+ons
including
Big
Machines
(Configure/Price/
Quote),
WhiteSprings
(Sales
Methodologies),
Revegy
(Sales
Strategies),
InsideView,
(Customer
Data
and
Insights).