Oracle Sales Cloud: Selling Complex Defense Sector Deals
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The document discusses implementing Oracle Sales Cloud for a defense sector client to help sell complex deals. Key reasons it was a good fit included enabling user productivity through configurable interfaces, mobility, sales effectiveness tools, and analytics. The implemented solution included modules for customer relationship management, leads, opportunities, partner portal, reports, and mobile access. It utilized scripting for financial calculations and configured roles, security, and sales processes to support complex defense deals.
Oracle Sales Cloud: Selling Complex Defense Sector Deals
- 1. with you Oracle Sales Cloud Selling Complex Defense Sector Deals September 2, 2014, Tahir Bangash
- 2. Selling Complex Defense Sector Deals |Sept 2014 Copyright © 2014 Capgemini. All Rights Reserved 2 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
- 3. Selling Complex Defense Sector Deals |Sept 2014 Copyright © 2014 Capgemini. All Rights Reserved 3 Capgemini Oracle CRM Practice At A Glance
- 4. Selling Complex Defense Sector Deals |Sept 2014 Copyright © 2014 Capgemini. All Rights Reserved 4 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
- 5. Oracle Sales Cloud - Selling Complex Defense Sector Deals Case Study Overview Selling Complex Defense Sector Deals |Sept 2014 Copyright © 2014 Capgemini. All Rights Reserved 5 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
- 6. Oracle Sales Cloud - Selling Complex Defense Sector Deals Case Study Reasons Why Oracle Sales Cloud Was Right Selling Complex Defense Sector Deals |Sept 2014 Copyright © 2014 Capgemini. All Rights Reserved 6 Six reasons why Oracle Sales Cloud was the right choice 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 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
- 7. 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 Selling Complex Defense Sector Deals |Sept 2014 Copyright © 2014 Capgemini. All Rights Reserved 7 Application Modules and Functionalities ! 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 ! 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
- 8. Selling Complex Defense Sector Deals |Sept 2014 Copyright © 2014 Capgemini. All Rights Reserved 8 Oracles Sales Cloud and CX Solutions Moving Forward
- 9. www.capgemini.com The information contained in this presentation is proprietary. Copyright © 2014 Capgemini. All rights reserved. Rightshore® is a trademark belonging to Capgemini. 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 organization, Capgemini has developed its own way of working, the Collaborative Business Experience™, and draws on Rightshore®, its worldwide delivery model. Learn more about us at www.capgemini.com.