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Le 13 mars dernier, notre partenaire Oracle nous a ouvert ses portes et nous a fait le privilège de nous présenter en avant-première sa nouvelle offre CRM. Voici la présentation utilisée pour la nouvelle offre de marketing et sales automation.
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EXPERIENCE CLIENT
Oracle Sales Cloud
Nicolas Godlewski, Alliance Manager
Sébastien Barillot, PreSales Manager France
Eric Bruna-Fiorentino, Industry Presales Lead
13 Mars 2014
Agenda
Stratégie applicative Oracle (10 mns)
L’offre Oracle Sales Cloud (20 mns)
Illustration applicative (45 mns)
Tarification (5 mns)
Références (10 mns)
Questions – Réponses (10 mns)
3 Copyright © 2012, Oracle and/or its affiliates. All rights
reserved.
Stratégie Applicative Oracle
New Technologies | New Possibilities
Social
Mobile
Cloud
Big Data Analytics
New Business Models New Products New Experiences
Customer Experience. Reimagined.
The Experiences
Customers Expect
The Expectations Gap
The Execution Gap
97% executives say CX is
critical to their business
advantage
37% are just getting started
with a formal CX initiative
Customer
Experience
Expectations Delivery
Marketing
Sales
Commerce
Service
Social
Oracle’s Modern
Customer Experience
Solution
Connects every engagement
customers have with your brand
Copyright © 2013, Oracle and/or its affiliates. All rights reserved. 8 8
Mobile
Social In Store Contact
Center Field
Service Direct
Sales Channel
Sales Web
Customer Experience Foundation Social Network Mobile
Analytic KPIs &
Dashboards Predictive Analytics Integrations
Integrated Customer Experience Foundation
Oracle
Commerce
COMMERCE
Oracle CX Cloud Suite Oracle Sales Cloud: Smarter Sales
Oracle
Service
Cloud
SERVICE
Oracle
Sales
Cloud
SALES
Oracle
Marketing
Cloud
MARKETING
Oracle
Social
Cloud
SOCIAL
Oracle Sites &
Endeca
CONTENT
Copyright © 2013, Oracle and/or its affiliates. All rights reserved. 9
Unsurpassed Global & Regional Coverage leveraging State of the Art Facilities
Baseline 99.999% Availability of Power/Cooling
24X7 Active Monitoring and Support
U.S. – EU SAFE HABROUR – EU General Data Protection Regulation – Asia-Pacific Data Hosting Regulation
Select a Hosting Region that works for you
Chicago
Ashburn
Austin
Santa Clara
Toronto
Japan
Singapore
Sydney
Linlithgow
Amsterdam London
Copyright © 2012, Oracle and/or its affiliates. All rights reserved. 10
Oracle Cloud Services proposés
Application
Services
Platform
Services
Social
Services
Infrastructure Services
Copyright © 2013, Oracle and/or its affiliates. All rights reserved. 11
Social
Marketing
Social Engagement
& Monitoring
Social
Network
Social Data
& Insight
Object
Storage Compute Messaging Cache Identity Sync
Global
Human
Resources
Talent
Management Sales Service
Enterprise
Resource
Planning
Enterprise
Performance
Management
Marketing Application
Services
Social
Services
Infrastructure Services
Database Java Developer Mobile Documents Business
Intelligence
Cloud
Marketplace Database
Backup Platform Services
Oracle Cloud Une suite intégrée de services
Copyright © 2013 Oracle and/or its affiliates. All rights reserved. 12
L’offre Oracle Sales Cloud
Copyright © 2014, Oracle and/or its affiliates. All rights reserved. 13
Mobile
Social Sales
Businesses Telesales Consumers
Direct Sales
Channel Sales Web
Simplified UI Extensibility Mobile Customer Data
Management
Collaborative
Selling
Social
Performance
Dash Boards
Analyt ics
Sales Force
Automation
SALES
Configure,
Price, Quote
Commerce
Partner
Management
PRM
Cloud Marketplace
Oracle Sales Cloud
Integrated Customer Experience Foundation
Copyright © 2012, Oracle and/or its affiliates. All rights reserved. 14
Les fondements du SFA
Tous les éditeurs couvrent ces besoins
Copyright © 2014, Oracle and/or its affiliates. All rights reserved. 15 15
Leads, Opportunities,
Configure, Price, Quote
Mobile and Collaboration
Customer Master Integrated Sales &
Marketing
Real time Integrated
Analytics
Quota and Compensation
Management Territory Management
De nouveaux challenges à relever …
Oracle Sales Cloud vous permet d’y répondre grâce à une couverture fonctionnelle
étendue et une ergonomie innovante
Forecasting and Analytics
Copyright © 2012, Oracle and/or its affiliates. All rights reserved. 16
Un outil enrichi de rapports dynamiques Rapports et tableaux de bord temps réel
Dashbords pré-construits
Clients
Pipeline
Opportunités
Créez très facilement rapports et
dashboards en quelques clics
Copyright © 2012, Oracle and/or its affiliates. All rights reserved. 17
Un module unique de gestion de la performance Territoires, Quotas et compensation des commerciaux
Maximisez la couverture du marché avec des
territoires équilibrés
Proposez des quotas réalistes et atteignables
basés sur les données du CRM
Gérez la compensation de vos commerciaux
Bénéficiez d’analyses en temps réel pour vous
permettre d’ajuster l’organisation commerciale au
bon moment
Copyright © 2012, Oracle and/or its affiliates. All rights reserved. 18
Tirer profit de la connaissance
collective au sein de vos équipes
Bénéficiez des avantages des
réseaux sociaux sans le bruit
associé
Le contenu est contextuel aux
objets du CRM
Accessible depuis Outlook et
depuis les applications mobiles
dédiées
Efficacité … grâce à la collaboration
Copyright © 2012, Oracle and/or its affiliates. All rights reserved. 19
Facilité … d’accès via la mobilité & un choix d’interfaces selon l’usage
Interface simplifiée pour
accès en quelques clis
depuis tous devices
Outlook Mobile et Apps
Copyright © 2013, Oracle and/or its affiliates. All rights reserved. 20
Multi-Device
Administration Configuration
Access Control Authentication / SSO Services
Multi-Language Multi-Currency
Web Services/Groovy
Reporting & Analytics
Object Workflow
Search Engine
Besoins types d’adaptation de la solution
Copyright © 2013 Oracle and/or its affiliates. All rights reserved. 21
Facile à étendre, par simple
clics
Une plateforme qui vous
garantit des performances
exceptionnelles pour
l’intégration et une
extensibilité totale
Entièrement configurable et extensible
Look and feel Business Processes
Reporting Data Model et automatisation
Page Composer Process Composer
Application Composer BI Reports Composer
Copyright © 2013 Oracle and/or its affiliates. All rights reserved. 22
Illustration applicative
Copyright © 2013, Oracle and/or its affiliates. All rights reserved. 23 23
Nos acteurs du jour
Lisa Jones
Mateo Lopez
• Commerciale chez Infusion Technologies
• En charge des grands comptes
• Très mobile, elle passe peu de temps au
bureau
• Directeur des ventes
• Responsable d’une équipe européenne,
il est souvent en déplacement
• Lisa lui reporte
Copyright © 2013, Oracle and/or its affiliates. All rights reserved. 24 24
Lisa se connecte à son ordinateur de bureau
Elle consulte son agenda de la semaine
et prépare son RDV client
Copyright © 2013, Oracle and/or its affiliates. All rights reserved. 25 25
Lisa vient d’arriver chez ABC Partner France
Avant d’entrer en réunion, elle se remémore les
informations clés grâce à son smart phone
Copyright © 2013, Oracle and/or its affiliates. All rights reserved. 26 26
La réunion avec ABC Partner France vient de se terminer
Lisa informe immédiatement Matéo de
l’issue positive de sa réunion
Copyright © 2013, Oracle and/or its affiliates. All rights reserved. 27 27
Comme souvent, Mateo est bloqué à l’aéroport
Grâce à son iPad, il continue de suivre
son équipe en temps réel
Copyright © 2013, Oracle and/or its affiliates. All rights reserved. 28 28
Copyright © 2013, Oracle and/or its affiliates. All rights reserved. 29 29
Oracle Sales Cloud Lisa (Sales Rep)
Agenda
Détail fiche client /
opportunité
Génération de Leads
Mobilité
Collaboration intégrée
Copyright © 2013, Oracle and/or its affiliates. All rights reserved. 30 30
Oracle Sales Cloud Matéo (Manager)
Accès en mobilité
Collaboration intégrée
Forecasting
Le reporting en temps réel
Travailler en déconnecté
dans Outlook
Copyright © 2013, Oracle and/or its affiliates. All rights reserved. 31 31
Bénéfices clés pour nos clients Oracle Sales Cloud
Une interface intuitive pour une meilleure productivité Une vision synthétique du portefeuille client
et de l’activité commerciale agrémenté de rapports temps réel Une adoption utilisateur renforcée grâce à au module
déconnecté entièrement intégré à Outlook Un outil collaboratif complet permettant aux utilisateurs
de partager l’information au bon moment Nouvelle version proposée tous les 3 mois Déploiement agile, en quelques semaines Capacités d’intégration au SI d’un client existant
Copyright © 2013, Oracle and/or its affiliates. All rights reserved. 32 32
Customers:
• Find out what is available today
as value-added solutions
App Provider:
• Become a Publisher is the simple
and fast way to get started and go
further
Oracle Cloud Marketplace:
https://cloud.oracle.com/marketplace
Oracle Cloud Marketplace
Copyright © 2013, Oracle and/or its affiliates. All rights reserved. 33 33
Oracle Sales Cloud Integrated Portfolio
Sales Cloud Service Cloud Visibility to Opportunities,
Incidents, Service Requests
Marketing Cloud Integrated Marketing
Campaigns & Leads
Social Cloud Integrated Social Campaigns
& Leads from Social
Social Network Conversations about
Sales Topics
Customer Master
Shared Clean
Customer Data Data Cloud Social Data and
Insight Service
ERP Opportunity to
Quote and Order
Fulfillment
Quote Configure,
Price, Quote
Copyright © 2013 Oracle and/or its affiliates. All rights reserved. 34
Tarification
Oracle Sales Cloud Sell More, Sell Faster, Sell Smarter
Standard Offering
Oracle Sales Cloud Base* Plus: •Territory Management
• Lead Management
• Forecast Management
• Sales Catalog
• Quota Management
• Oracle Social Network
• Oracle Sales Cloud Outlook Edition
• Oracle Sales Cloud Mobile
• Sales Prediction Engine
• Customer Hub Cloud Service**
• Data Steward Cloud Service
• Transaction Business Intelligence
and one user of Applications
Extensibility Framework.
Enterprise Offering
Oracle Sales Cloud Base Plus: •Standard Offering Plus
• Mobilitics (PIAA)
• Sales Campaigns
• Incentive Compensation
and one user of Applications
Extensibility Framework for every 20
users.
Premium Offering
Oracle Sales Cloud Base Plus: •Enterprise Offering Plus
• Opportunity Landscape
• Enterprise Contracts Base
and one user of Applications
Extensibility Framework for every 20
users.
*Oracle Sales Cloud Base includes Customer Center, Opportunity Management, Notes,
Attachments, References and Competitors etc
** Term being used for combination of Customer Management Foundation for
Org/Person Cloud Service
Copyright © 2013, Oracle and/or its affiliates. All rights reserved. Oracle Customer Experience 36
Copyright © 2013, Oracle and/or its affiliates. All rights reserved. 37 37